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The Case for EQ

As awareness of the importance of EQ has grown, so too has the research and evidence. Today, there is a great deal of research that links emotional intelligence with individual performance and organisational productivity.

Some important findings are outlined below.

Leadership, Management & Teams

Over 500 studies have shown that:

Managers high in EI exceed targets in the range of 15% to 20%. Meanwhile, those with low EI under perform targets by 20%.

Partners high in emotional intelligence in a consulting firm delivered 139% more profit from their accounts than other partners.

Exceptional leaders attributed 90% of their success to their EI.

Supervisors trained in emotional intelligence competencies increased team production by 17%.

The primary cause of executive failure involved deficits in EI.

Sales

In a sales environment, these studies have found:

Sales people trained in EI competencies achieved a sustained 87% improvement in sales and delivered in excess of 2000% return on investment in the first year.

Insurance sales people strong in EI sold policies on average of twice the value of those low in EI.

Sales people high in optimism sold 37% more than pessimists.

Sales people hired on EI halve the dropout rate.

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