Exploring Emotional Intelligence as a Determinant of Sales Performance: An Analysis using the Ability Model of Emotional Intelligence

Abstract

This multi-phase research project explores the evolving role of emotional intelligence in the sales profession by focusing on four key themes: comprehending the intricacies of the sales field, understanding emotional intelligence, comparing emotional quotient to traditional sales tactics, and ultimately, harnessing emotional intelligence as a sales advantage. The study begins with an in-depth review of emotional intelligence theories and models, ultimately selecting the Ability Model as the framework for further analysis. Using this model, an emotional intelligence assessment was administered to students participating in the Walton College Sales Competition. Statistical analysis was then conducted to determine whether a correlation exists between higher emotional intelligence scores and stronger performance in the competition. The findings offer valuable insights into the potential impact of emotional intelligence on sales success and its implications for future sales training and recruitment strategies