A three step process

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There are many consultants and trainers who are competent within different fields. One of the things that distinguish Ståhl+Partners is that we do not just sell and deliver training. We work with the full process to optimize the investment for our clients. We work with a three step process:

1. Identify client needs
2. Design and deliver training
3. Measure the results and return on investment

In that way our clients can be sure that their investment in employee training yields the return they hoped to achieve.

	We conduct a "360 degree" survey as well as a needs analysis before we decide with the client what actions should be taken. Personal interviews assure that we appropriately identify client needs. We also spend time at the workplace with the people we will train so we understand the workplace dynamics, environment and the services and products offered by the client. Observing the workplace allows us to build a rapport with the employees and managers as well.
	All training is applied in the "real world". Every participant works with specific and measurable goals during the full training process. All goals are followed up consistently to be able to ensure that the overall goal with the training process will be achieved. The goal of Ståhl+Partners is always to go from vision to reality and from idea to visible results. The contact and follow up between the participating employees and their managers is consistent throughout the training process through clear reports.
	Ståhl+Partners measure the effect of the investment before, during and after the training process. The client will get full understanding and feel secure during the process as well as get an optimal return on their investment.
	All three parts can be done separately or together in different combinations depending on the clients need.

Emotional intelligence and sales success

Emotional Intelligence as measured by the EQ-i is highly predictive of sales success. The EQ-i was recently administered to over 1000 sales personnel of a large U.S. based international organization. These people were based in every state in the U.S. and in Japan, England, & Germany. The question was: are there any differences in the EQ scores of "successful" salespersons as compared to those who are considered less than "successful"? The analysis was based on objective data regarding the ability of salespersons to meet individual sales goals. "Success" was defined as meeting 100% or more of the goal, and "failure" was defined as meeting less than 70% of the goal. The analyses followed standard procedures for stepwise logistic regression to identify which demographic variables and EQ-i subscales were most related to "success" as a salesperson.

This model indicates that of the 15 areas of EQ as measured by the EQ-i, those most predictive of sales success in the organization studied were: Assertiveness, Empathy, Happiness, Emotional Self Awareness, and Problem Solving Skills. The odds of success were 2.7 times greater for those fitting this index. In fact, when the real world success of those scoring high on this index were examined, the results were powerful predictors of actual sales success. Of the 262 highest scoring salespersons on this index, 95% were "successful" (at or exceeding 100% of sales goal)! Overall, this model correctly classified 81% of all successful/unsuccessful salespersons. Finally, the study debunked several myths: geographic area assigned was not predictive of success, nor was gender, ethnicity, education, age, or number of hours worked. In fact, those who worked the fewest hours were the most successful! Marital status was not predictive of success, however for those who were married (83%), marital satisfaction was related to success.

The results make sense. First, assertiveness is a highly desirable trait for anyone in a sales environment, but empathy? Yes, empathy! Empathy is about being able to read and respond to the emotions of others, which indicates successful salespersons were better at reading "cold sales", (hence not wasting time…fewer hours worked) reading emotions on the spot and adjusting sales presentations on the fly based on the "read" they were getting. Happiness/optimism have long been held as positive traits associated with sales success. Emotional Self Awareness is a complement to empathy, and is about knowing oneself, reading and managing one’s own emotions. Good problem solving skills were a necessary trait in this organization as salespersons worked alone, frequently isolated from coworkers or supervisors.

(Source: www.kandidata.se)