What if you’ve put together a great incentive program…and it’s not working?
What if you’ve had phenomenal sales training…and that’s not working?
Perhaps you’re solving the wrong problem.
If fact, research shows that emotional intelligence has more to do with sales results than anything else. And, knowing what it is that most matters about emotional intelligence can create a transformation in your sales results.
In fact, 80 percent of sales results are impacted by and driven by emotional intelligence.
So, how do you start to understand the emotional intelligence of your people?
How do you hire the right people into the right spots?
First of all, understand there are key things that need to be assessed to find out that you have someone who can perform in a sales position.
We know from research that if someone is considered to be low-risk for a sales position, there is a 90 percent chance that they’ll be in that job a year later, performing. They will outperform a medium-risk by 400 percent.
So, knowing what you have is important.
Now, let’s take this further.
Right now, most banks are going down the hunter-farmer model. And, again, those are two very different profiles.
A hunter has a six or above in both results orientation—they want to be moving—and the self-awareness score—they can influence. They need both.
But for a farmer, someone who can get referrals, do additional business with that customer, keep the relationship up—they need to have a six or above in at least one of the two.
So knowing how to place your hunters and farmers into the right spot is imperative to make sure that you have the best piece.
But that’s not all.
Just the other day, I was working with a bank, and I was looking over their profiles of their employees, and I found four hunters…in their operations department!
They couldn’t get their salespeople to sell—because they didn’t have sales profiles.
So getting people in the right slots, and making sure you dig up the gems from your own back yard, is imperative to make the breakthrough.
I can’t wait to see what’s possible for you when you start applying emotional intelligence to your positions in banking. Not only will the salespeople begin to perform, but everyone in the organization, when properly assessed, put into the right slots, will perform so much better.
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