Developing emotional intelligence in salespeople at work: there is no step-by-step guide

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There is no rule or formula for developing emotional intelligence in salespeople within a company. However, there are personal and organizational practices that help to stimulate this skill.

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The importance of self-awareness – ask your employees to learn to recognize their own emotions before understanding the feelings of others. In a stressful situation, what emotion do I usually feel? After rcs data spain negative feedback, how do I usually talk to other people? How do I feel when a client rejects a proposal? Is there a common action I usually take right after? Self-awareness is essential.

Dialogue is essential – talking is very important when something doesn’t go as expected within the company. Prevent a stressful situation from turning into an internal fight between employees. Try to clarify any misunderstandings and encourage dialogue within the team.

Do you give feedback? – Many car dealerships do not give feedback to their employees, whether it is positive or negative. This way, people end up not being used to being evaluated. Therefore, create this culture in your dealership. Make it a habit to give praise or offer constructive criticism.

Know how to listen – a manager’s role is not just to assign roles and activities. It’s about knowing how to listen to your employees in times of difficulty and stress. Show that you are available to talk about a difficult situation with a client or even to understand if a personal problem has impacted your performance at work.

If you don't know where to start to stimulate these points, try to count on the help of a Human Resources professional or even a company specialized in training. Investing in your team is one of the best opportunities to move towards success.

Other important soft skills
In addition to emotional intelligence, there are several other emotional skills – also known as soft skills – that help make the work environment more balanced, healthy and productive.

When hiring a new salesperson , check to see if their behavioral skills fit some of these following characteristics:

Resilience – not giving up at the first “no”. This is one of the main characteristics of this soft skill. A resilient professional knows the balance between persistence and perseverance. And even when faced with negative feedback, they will act to incorporate points to be improved without feeling personally attacked.

Sense of urgency – knowing how to prioritize one task before another is also essential, especially in a competitive market like the automotive segment. This is why a sense of urgency, which is the ability to understand what is most important on a daily basis, is important.