The components of emotional intelligence and the relationship to sales performance

One pivotal question provided the impetus for this study. Is there a relationship between emotional intelligence and success in sales? Emotional Intelligence is a theoretical framework that arranges and assimilates research regarding emotions. Personal Selling is the most effective marketing communication tool available to organizations because of it ability to adapt to specific customer needs. While research has evolved regarding emotional intelligence theory and sales success, little research has been carried out to connect these two concepts. This exploratory study tested a model of emotional intelligence and a measure of sales performance. The specific emotional intelligence test used was the MSCEIT V2 (Mayer-Salovey-Caruso Emotional Intelligence Test). The individual performance used for both groups was the percentage of sales goals achieved for the previous twelve months. The participants for the study were sales people from two different organizations. Sixty-three sales people completed the MSCEIT and the results were correlated with their individual sales performance.; Emotional intelligence has become the subject of popular business buzz over the last decade, which to a certain extent has driven the development of several instruments designed to measure it. Furthermore, unsubstantiated claims about emotional intelligence seem to be growing. Other than dissertations and a small number of journal articles, the construct of emotional intelligence and its impact on work performance have yet to receive rigorous scientific scrutiny.; This study focused on one instrument, the MSCEIT V2 (Mayer-Salovey-Caruso Emotional Intelligence Test), which was derived from the MEIS (Multifactor Emotional Intelligence Scale). Two groups of salespeople were tested. One group represents discrete car sales; the other represents sales of consulting services. Participants were given a link to an online website with instructions for completion. Items were presented on a computer screen, and the respondent replied to the items by typing in his or her responses or by clicking on buttons with the mouse. The responses were collected in the program's database, which allowed the researcher to score the inventory electronically. Participants were given an unlimited time to complete the test.; Sales people who scored higher on the MSCEIT were hypothesized to also have higher work performance in terms of sales volume. Overall, the results of the present study, with a limited sample size, showed that no relationship exists between sales performance and emotional intelligence, as measured by the MSCEIT.; The researcher recommends further study and research into the area of Emotional Intelligence and the relationship to sales performance. Research may have reached a stage appropriate for refocusing on the definition of emotional intelligence. Future researchers may want to investigate a broader performance model or evaluate the nature of this construct at the definitional stage. Research should be conducted to develop instruments that will accurately predict the sales skills and job performance that are necessary for continued improvement of organizational performance, whether it be emotional intelligence or another construct. In addition, further research should be conducted using other instruments already designed to assess emotional intelligence and the relationship made between those instruments and work performance.