An Investigation Into The Correlation Between Emotional Intelligence and Sales Performance

By PETERS

Driven by a fascination with human behavior, psychology, and sales and a desire to enhance workplace dynamics, Steve Peters explored the intricate relationship between emotional intelligence and sales performance. By testing this hypothesis, Steve aims to provide readers with a nuanced understanding of ho

• Language: English
• Publisher: Steve Peters Consultancy LLC
• Release date: Feb 26, 2024
• ISBN: 9798869212047

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AN INVESTIGATION INTO THE CORRELATION BETWEEN EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE

Written By: Steve Peters

MBA DEDICATION

This body of work is dedicated to all those who have inspired me initially and throughout my journey, providing invaluable support, guidance, and encouragement. I acknowledge the collective influence that you all have had on shaping my thoughts, perspectives, and aspirations. It is through your combined impact that I have been able to reach this unbelievable milestone in my academic journey. It is with profound gratitude that I dedicate this work to every one of you who, as a whole, have shaped my growth and contributed to the development of my intellectual pursuits.

To my remarkable family, who has always been my rock and guiding light, your belief in me has been an unyielding force, propelling me forward even during the most challenging moments. Through frustration, there were many times I felt defeated and considered giving up, but you refused to allow me to succumb to the whispers of discouragement and instead inspired me to forge ahead.

I want to express my most profound appreciation to my esteemed professors at UWTSD, whose guidance and intellectual prowess have been indispensable over the past two years and throughout this research endeavor. Your unwavering commitment to academic excellence and invaluable insights have broadened my horizons and challenged me to reach new heights of knowledge. I am eternally grateful for your steadfast support.

To my colleagues and friends, thank you for always supporting me. Your perspective, insightful discussions, and willingness to collaborate have challenged and inspired me to stretch the boundaries of my knowledge. The exchange of ideas and constructive debates have sharpened my critical thinking skills and broadened my perspective. Together, we have grown as individuals and a collective force, ready to make a meaningful impact on the world.

Finally, I would like to express my gratitude to myself for my determination, resilience, and unwavering commitment to this arduous yet fulfilling journey. I never thought someone like me could achieve such academic heights, but I persevered despite sleepless nights, countless revisions, and self-doubt. I committed to my daughters that I would embark on this adventure with lofty ambitions and make a meaningful contribution to the world, and I have accomplished just that.

ABSTRACT

This investigation aims to evaluate the correlation between emotional intelligence and sales performance. Although a significant amount of research has been conducted on this topic, minimal emphasis has been given to comprehending the factors that influence this relationship, such as tenure, age, and gender. In order to conduct an evaluation of the relationship between these two variables, the study used a mixed-methods approach with 50 sales managers as participants. The sales managers were subjected to an MSCEIT test to measure their emotional intelligence. They were also requested to provide their sales history data for the months of November, December, and January. An online survey was also conducted to investigate further the participants' perspectives on emotional intelligence and sales performance, as well as the moderating variables that influence the relationship between the two factors. The study reveals a direct correlation between emotional intelligence and sales performance.

TABLE OF CONTENTS

1.0 Introduction

1.1 Overview

1.2 Problem Definition

1.3 Objectives

1.4 Research Questions

1.5 Literature Review

1.6 Methodology

1.7 Ethical Considerations

1.8 Implications of the Study

1.9 Structure

1.10 Research Positionality

2.0 Literature Review

2.1 Introduction

2.2 Theoretical Framework

2.2.1 Daniel Goleman’s Theory of Emotional Intelligence

2.2.2 Salovey and Mayer Theory

2.3. Independent Variables

2.3.1 Communication

2.3.2 Empathy

2.3.3 Conflict Resolution

2.3.4 Adaptability

2.3.5 Job Satisfaction

2.3.6 Leadership Skills

2.4 Outcome Variables

2.4.1 Strong Work Force

2.4.2 Self-Aware Employees

2.4.3 Profitability

3.0 Methodology

3.1 Logic of Inquiry

3.2 Research Setting

3.3 Data Collection and Procedures

3.4 Ethical Considerations

3.5 Limitations

4.0 Data Analysis

4.1 Introduction

4.2 Data Presentation

4.2.1 Survey Results

4.2.2 Mayer-Salovey-Caruso Emotional Intelligence Test

4.3 Data Analysis

4.4 Secondary Data

4.5 Conclusion

5.0 Recommendations and Conclusion

5.1 Summary of Key Findings

5.2 Interpretation

5.3 Implications of the Study

5.4 Future Direction of the Research Phenomenon

5.5 Conclusion

List of references

Appendix: Questionnaire

LIST OF FIGURES

Figure 1: Daniel Goleman’s Theory of Emotional Intelligence (Specialeducationnotes, 2021)

Figure 2: Salovey and Mayer Theory (adopted from Mayer, Caruso and Salovey, 1997).

Figure 3: Comparison between Experiential and Strategic Area Scores impact on sales performance (November, December, and January)

Figure 4: Comparison between gender and emotional intelligence (November, December, and January)

Figure 5: Correlation between age and sales performance.

Figure 6: Correlation between emotional intelligence and training programs that incorporate aspects of emotional intelligence.

LIST OF TABLES

Table 1: Comparison between MSCEIT Total score and sales performance average.

Table 2: Relationship between age and emotional intelligence.

1.0 INTRODUCTION

1.1 Overview

Emotional intelligence is a skill that any sales representative or manager should possess. Emotional intelligence refers to an individual's ability to comprehend their emotions as well as the emotions of others and to manage and respond to these emotions accordingly (Law et al., 2008). Emotional intelligence enables an individual to perceive their own emotions and the emotions of others accurately and allows them to use this perception to guide their thoughts and actions. It is considered a vital factor contributing to the success of workplace performance and interpersonal relationships between employees and customers. Emotional intelligence comprises key aspects such as self-awareness, self-regulation, motivation, empathy, and social skills (Mangubat, 2017). These aspects