G
G

GiantWarrior

CRO

Contributor
Fire Starter
Personal Narrative

Coaching to EQ

Is EQ is something that can be coached? I've worked with reps that can own any room but won't update a doc. Others follow process but struggle one on one. Can EQ be taught?

Can EQ be taught/coached?

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☁️ Software Tech
🧢 Sales Management
😎 Sales Skills
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24 comments

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TennisandSales
Politicker
8
Head Of Sales
really good question!

I think your born with it.

You can help ppl improve.....but its VERY clear when someone has it vs someone who doesnt.

BUT, you need to be able to decide how critical it is to the role. I know some folks who i kinda cringe when im in meetings with them......but they get shit done!
punishedlad
Tycoon
3
Business Development Team Lead
This is becoming more clear to me every week. Everyone has their own styles and approach, and I think it's refreshing to some prospects when the sales person doesn't fall into the traditional perception.
jefe
Arsonist
2
🍁
Definitely this. It can be improved/honed, but there's absolutely an innateness to it and there are limits to that development.
oldcloser
Arsonist
7
💀
The ability to read a room can be taught. it’s the reading comprehension that can’t. This is the thing, the it, the talent differentiator. To be able to reel a lost room back in or one guy who just glazed over… to know when an f bomb vs a dad joke will get a chuckle - pure sales DNA. Can’t be taught. Fight me
GiantWarrior
Contributor
1
CRO
Sounds like you have it! True on Zoom too?
oldcloser
Arsonist
2
💀
Harder, but yes. The pitch room is still a pitch room. When it’s sour, the seller failed somewhere early. Wrong questions, wrong haircut, wrong attitude something. When the seller is resonating with the room, a good sellers feels it, gets motivated by it and uses it as fuel. You tryna teach that? I don’t think so
RedLightning
Politicker
1
Mid-Market AE
I think it can be refined and polished. I hate using this phrase, but I can see it in BDR's all the time. There are BDR's who "get it" and succeed as AE's and there are others who just don't and fizzle out
starson
Good Citizen
7
Senior Sales Manager
agree with @oldcloseryou can teach some skills to a certain degree...
the prep work (dress for success, play to win, read body language and facial expressions and so on...)
you won't turn an introvert into an extrovert though...
however: everybody can provide a unique value...so instead of turning people into something they are not, maybe create pairs for meetings or teams.
TennisandSales
Politicker
3
Head Of Sales
im with you on this. no introvert will become an extrovert, but make sure you as a leader are not trying to make clones of yourself. you need to understand how each person can be successful.
starson
Good Citizen
3
Senior Sales Manager
oh absolutely...I see myself as a facilitator...enabling everyone to reach their best potential...requires me to inspire and then step aside.
poweredbycaffeine
WR Lieutenant
5
☕️
Don’t conflate emotional intelligence with social skills. Some say that training EQ is simply what sociopaths do to build personal connections. It’s disingenuous and feels odd.
oldcloser
Arsonist
1
💀
Solid solid rake right here
oldcloser
Arsonist
2
💀
Or take, you choose
Diablo
Politicker
3
Sr. AE
You can only talk about it, give the directions and explain the benefits but whether one wants to adopt it is highly subjective. Depends on individuals, peers, environment and so on
detectivegibbles
Politicker
3
Sales Director
What's EQ?
Kosta_Konfucius
Politicker
1
Sales Rep
Emotional intelligence
detectivegibbles
Politicker
2
Sales Director
Gracias.
CuriousFox
WR Officer
3
🦊
If they choose to work on it to better themselves sure.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Interesting question and some good answers here already.

I think a lot of what makes a really good rep a really good rep can't be taught, but those who aren't necessarily naturals can be coached up to be better. Starting with active listening as a basic skill.
Kosta_Konfucius
Politicker
1
Sales Rep
This can for sure improved on with training on being an active listening and being more thoughtful.
Maximas
Tycoon
1
Senior Sales Executive
Doesn't have to be taught unless it was clearly seen that one of the main rejection reasons from the prospects side is the sales reps attitude!
GiantWarrior
Contributor
0
CRO
I’m testing out intelligage.io for AI coaching on EQ. Interesting use case, imho
GingerBarbarian
Opinionated
0
Lead Sales
Yes it can because I had to teach it to myself. And honestly it is on of the most entertaining self-development strategies there is.

Read fiction.

Think about most fiction books. It is almost always a protagonist going through one of the most difficult things in their lives. You can read their inner thoughts and she how they problem solve. This helps teach people empathy because it practically let's people inside the head of another person.

The key is evaluating afterwards. Using critical thinking to see how you you/they would have done things differently. This helps people develop both their interpersonal and intrapersonal intelligences
FoodForSales
Politicker
-1
AE
If someone is killing in sales, leave them alone.

If they aren't then invest in the sales skills they need.

EQ is just a way for HR to get involved with the "kool kids" in sales

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