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For a long time it has been difficult to measure
whether improving the soft skills of individuals, ie. being
more flexible, creative, managing your state, motivating yourself & others,
relationship management, resilience under increased pressure
will improve the bottom line within the business arena.
Sporting professionals have known for some
time that it is no longer enough to do more and more repetitions
in the gym, ultimately when push comes to shove and the pressure
is really on, will they be able to pull out their best performance
when it is needed? Athletes have been using sports pyschologists & coaches
to ensure that
they are not only physically fit but they are also mentally agile.
Below is a sample of the evidence that demonstrates
the impact of enhancing Emotional Intelligence
in the busness world and more importantly looks at the bottom line impact.
The three most desired capabilities from MBA's
are: communication skills, interpersonal skills and initiative.
(Fenman "Using EI at work")
In 500 organisations People who scored highest
on EI measures rose to the top.
(Fenman "Using EI at work")
UCLA research indicates that only 7% of leadership
success is attributable to intellect; 93% of success comes
from trust, integrity, authenticity, honesty, creativity, presence
and resilience.
( cited in Cooper & Sawaf. 1996)
Partners assessed from a Multinational Consulting
Firm on EI competencies plus 3 others:- Patrners scoring above
median on 9+ of the 20 competencies delivered $1.2million more
profit than counterparts. Earnings 139% more than the lower
EQ partners. (Boyatzis 1999)
85-95% of the difference between a "good
leader" and an "excellent leader" is due to
emotional intelligence. ( Goleman, 1998)
75% of career derailment comes from deficits
in emotional competence.
1. Difficulty in handling change.
2. Not working well in a team.
3. Poor interpersonal relationships.
LOreal sales agents selected on EI.. Outsold
salespeople selected using the company's old selection procedure
by $91,370/ annum with a.. Net revenue increase of $2,558,360
net. Sales people selected on the basis of emotional competence
also had 63% less turnover during the first year. (Spencer & Spencer
1993)
Insurance sales agents weak in EI = average
premium policy sales of $54,000 Strong in 5 of 8 key EC's
= average premium policy sales of $114,000 (Hay/McBer
Research & Innovation
Group 1997) |
