Emotional Intelligence

Emotions & Selling

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Recent research conducted by Genos and Quantas Airlines suggests that sales people who demonstrate emotionally intelligent behavior have an edge. In this study it was shown that a group of 40 sales people out performed a comparable controlled group by 12% following their developmental experience with EI (Jennings and Palmer, 2007). So what does a salesperson do who demonstrates emotionally intelligent behavior?

The following is a sample of 4 skills and associated behaviors that can enhance any selling process.

1. Self Awareness

How you show up and present yourself (look, demeanor, attitude, communication style, etc) to a client forms a huge part of how they perceive (and feel about) you. Make it good because their perception of you is their reality. Be very mindful of how you come across. Read more

Employee Engagement and EI (Latest Study)

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According to the latest study by Genos, global specialists in the development and education of Emotional Intelligence (EI), the following has emerged:

“Leaders who demonstrate high levels of EI in the workplace drive higher levels of employee engagement as evidenced by the individual engagement levels of their direct reports.”

To those familiar with EI this comes as no surprise. But for those who may have perceived EI to this point as a “nice to have” or “soft skills” this should represent a real developmental opportunity for all levels of leadership. In this study individuals were measured in terms of their own levels of engagement in three specific facets:

  • Praise the organization to others
  • Perform above and beyond what is expected of them
  • Persist in the face of adversity

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Optimal Performance through Emotional Intelligence

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In a study by the Hay Group of Fortune 500 companies, it was suggested that Emotional Intelligence (EI) is twice as important as technical capacity in predicting outstanding employee performance and accounts for more than 85% of star performance in top leaders. This is a pretty startling revelation and points to the fundamental importance of understanding Emotional Intelligence and the impact it can positively have on an organization. Let’s look at how this skill set can actually play out in the two primary areas mentioned in the study.

1. Outstanding Employee Performance

Even though having a broad perspective on the various disciplines of business is critically important, demonstrating appropriate behaviors rate higher. For 99.9% of the workforce, interacting positively with other human beings can have an exponential impact on the organization. Positive working relationships, which can be achieved through the appropriate understanding of EI, support innovation, teamwork and reduced turnover among others and, generally leads to much higher levels of productivity.

2. Star Performance in Top Leaders

In order to be promoted within an organization people typically demonstrate considerable capacity in a particular discipline. However when one considers that top leaders surround themselves with people who understand and can execute tactically, the discipline’s importance can diminish considerably. The leadership role is one of getting the work done through an ability to communicate, motivate and inspire others into action. EI skills are the enablers of the behaviors and thinking necessary for top leaders to guide others on this collective path forward.
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Employee Engagement & Emotional Intelligence

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Leaders very often get elevated to high positions on the back of proficient technical capacity. However these abilities can be found lacking when you have to lead from the front rather than manage from the rear. Jim Collins in his book, Good to Great, proposes that Level 5 Leaders must have a blend of professional resolve and personal humility; these are more behavioral traits and indicative of how one must interact with people for optimum results. To be CEO you do not need to have a thorough understanding of every discipline in your business; you need possess the ability to inspire and motivate the people who do. This manifests itself and can now be measured in terms of effective employee engagement. Read more

Emotional Intelligence & Healthcare

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Much research has been conducted and empirical evidence produced to support the fact that doctors and nurses who exhibit many of the skills associated with Emotional Intelligence (EI) can boost recovery rates and overall patient well being.

In an article by Dr Helen Reiss, she spoke about Empathy in Medicine from a Neurological perspective. Dr Reiss went on to say that “A physician’s attitude and approach affect every aspect of medical care for patients and their families. An empathic bedside manner is no quaint relic of the past. To restore and ensure public trust in the medical profession, new generations of physicians must understand the emotional, physiological, and practical consequences of discarding empathy. One legacy of medical education is overvaluing scientific measurement and undervaluing subjective experiences. The neurobiology of empathy offers hope for those who value the subjective experience of empathy and for those who find comfort in what can be measured.” Read more

Emotional Intelligence – What is the Genos Model?

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Many people are very curious to understand more about the model of Emotional Intelligence (EI) put forward by Genos. Developed by Dr Ben Palmer in collaboration with some other academic colleagues, it helps to specifically understand the role of EI in the workplace. It has been used for the following purposes to:

  • Audit organizational culture and impact strategic culture change
  • Identify and develop high potential future leaders
  • Enhance leadership effectiveness Read more

Emotionally Intelligent Coaches and Great Leaders

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Jim Collins in his book Good to Great characterized the top leaders as those who possessed Professional Resolve and Personal Humility. During the course of his research into what were the foundational pillars behind truly successful organizations, he found this absolute consistency throughout all the various leaders. But in real terms what does this resolve and humility translate to in terms of skills and behavior. The answer lies in Coaching and Emotionally Intelligence.

Coaching can be divided into two sets of skills. The Inner Skills are characterized by connecting with other people through listening, questioning, acknowledging, validating, empathizing, etc. It is truly about the other person and making them the key focus; this is consistent with Personal Humility. The Outer Skills focus very much on goals, actions, solution finding, accountability, etc., all with a drive towards a positive outcome. Possessing a determination towards achieving results at work aligns with Professional Resolve. Read more

Emotional Intelligence – The Essential Coaching Tool

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Since Emotional Intelligence (EI) emerged over 20 years ago and became popularized by Daniel Goleman, it has found many different applications. Not alone is the theory and its practical application used it many aspects of life, it has also become a critical assessment for coaches as part of their toolkit. Why is that?

Firstly, many of the well known assessments such as Disc, Myers Briggs and Lomminger, describe how a person is and what is useful for others to know about that person. These, though great to know and understand, tend to be matter of fact and static. However the Genos model of EI, for example, describes the individual over seven skills and provides an assessment that is fluid and consequently forms a Baseline for Development. Read more

How Emotional Intelligence might have helped BP!

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Much has been written about Emotional Intelligence over the last twenty years and Daniel Goldman can certainly be credited with making this approach and methodology mainstream. That said considerable misunderstanding also exists; many people are confused about how emotions really play into, specifically, our professional lives and its role in the business world.

Within the realm of Executive Coaching, Emotional Intelligence has emerged as a key tool when working with the C-Suite. It is widely held that senior leaders are not lacking in technical capacity; this usually is what got them to that level in the first place. However what separates the real leaders is their ability to also work effectively with all the various stakeholders whether customers, employees, suppliers, shareholders and indeed the community. They have the ability to connect; they are emotionally intelligent. Read more

Emotional Intelligence – Helps You Get Ahead

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Knowhow – Perception Power

How emotional intelligence can help you get ahead

By Bill Sex

Special to the Worcester Business Journal

02/01/10

Daniel Goleman, in the Harvard Business Review, proposed that IQ and technical knowledge are mainly “threshold capabilities” and simply exist as entry level requirements for key positions.

The key is a high level of emotional intelligence, which provides the “link” — the ability to connect with and relate to other people.

So what is emotional intelligence and how does it relate to business relationships? Feelings influence the way we think and the decisions we make. For example, you wouldn’t ask your boss for a raise or more resources if he/she was in a bad mood. The response would likely be no. The scientific term for this is “mood congruent thought.” Feelings influence our outward displays and behaviors and therefore play a huge role in our relationships. Read more