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Index
Cover
Title Page
Copyright
Contents
Acknowledgments
Introduction: Why Emotional Intelligence Matters in Building High-Performance Sales Organizations
Part I: It’s Time for a New Sales Leadership Perspective
Chapter 1: Welcome to an Emotionally Intelligent Sales Team and Meeting
Chapter 2: It All Starts with You
Part II: Get This Right or Nothing Else Matters—Hire for Sales EQ
Chapter 3: Sales Draft Day
Chapter 4: Marshmallow Grabbers and Cookie Monsters
Chapter 5: Passion, Perseverance, and Sales Performance
Chapter 6: Assertiveness and Sales Results
Chapter 7: Are You Hiring a Learner or a Laggard?
Chapter 8: Is Your New Sales Hire Coachable?
Chapter 9: Necessary Endings
Part III: What They Don’t Teach You at “Traditional” Sales Management School
Chapter 10: The Soft Skills, the Emotional Intelligence Skills of Effective Sales Leadership
Chapter 11: Emotion Management and Sales Effectiveness
Chapter 12: Empathy and Influence
Chapter 13: What Do Your Salespeople Believe?
Chapter 14: You Don’t Make Mistakes. Mistakes Make You
Chapter 15: Stress, Sales, Success, and Satisfaction
Chapter 16: Focus: Be Here Now
Chapter 17: It’s Time to Teach Time Management
Part IV: It’s Back to You
Chapter 18: The Sales EQ and Sales IQ of Teaching and Coaching
Chapter 19: The Neuroscience of Teaching and Coaching
Chapter 20: Sales Is Not a Department
Chapter 21: Are You Running Fake Sales Meetings?
Chapter 22: What Will You Do?
Index
About the Author
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