CONTENTS

1. Cover
2. Title Page
3. Copyright
5. Acknowledgments
6. INTRODUCTION: Why Emotional Intelligence Matters in Building High-Performance Sales Organizations
7. PART I: IT’S TIME FOR A NEW SALES LEADERSHIP PERSPECTIVE
   1. CHAPTER 1: Welcome to an Emotionally Intelligent Sales Team and Meeting
   2. CHAPTER 2: It All Starts with You
8. PART II: GET THIS RIGHT OR NOTHING ELSE MATTERS—HIRE FOR SALES EQ
   1. CHAPTER 3: Sales Draft Day
   2. CHAPTER 4: Marshmallow Grabbers and Cookie Monsters
   3. CHAPTER 5: Passion, Perseverance, and Sales Performance
   4. CHAPTER 6: Assertiveness and Sales Results
   5. CHAPTER 7: Are You Hiring a Learner or a Laggard?
   6. CHAPTER 8: Is Your New Sales Hire Coachable?
   7. CHAPTER 9: Necessary Endings
9. PART III: WHAT THEY DON’T TEACH YOU AT “TRADITIONAL” SALES MANAGEMENT SCHOOL
   1. CHAPTER 10: The Soft Skills, the Emotional Intelligence Skills of Effective Sales Leadership
   2. CHAPTER 11: Emotion Management and Sales Effectiveness
   3. CHAPTER 12: Empathy and Influence
   4. CHAPTER 13: What Do Your Salespeople Believe?
   5. CHAPTER 14: You Don’t Make Mistakes. Mistakes Make You
   6. CHAPTER 15: Stress, Sales, Success, and Satisfaction
   7. CHAPTER 16: Focus: Be Here Now
   8. CHAPTER 17: It’s Time to Teach Time Management
10. PART IV: IT’S BACK TO YOU
    1. CHAPTER 18: The Sales EQ and Sales IQ of Teaching and Coaching
    2. CHAPTER 19: The Neuroscience of Teaching and Coaching
    3. CHAPTER 20: Sales Is Not a Department
    4. CHAPTER 21: Are You Running Fake Sales Meetings?
    5. CHAPTER 22: What Will You Do?
11. Index
12. About the Author