Emotional Intelligence
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)
