The relationship between emotional intelligence and auto sales performance

The emotional intelligence (EI) concept has received enormous attention in organizational behavior and human resources management circles in recent years, especially regarding validity in predicting job performance. With so many people engaged in sales positions, information about EI factors that enhance job performance for this demographic may be helpful to employers, job coaches, and researchers. In particular, organizational leaders in the large U.S. auto sales industry would benefit from programs designed to increase their employees' sales as well as improve their ability to manage an often stressful work environment. The current study used the Bar-On model of emotional intelligence as a framework for defining, measuring, and applying EI to sales performance. The model defines the concept as an array of interrelated non-cognitive emotional and social abilities, competencies, and skills that influence one's ability to successfully cope with environmental demands, challenges, and pressures. The three main research questions examined in the study were: (a) Is there a significant relationship between emotional intelligence components (self-perception, interpersonal skills, stress management, decision making, and self-expression) and auto sales performance? (b) To what degree do each of the components of emotional intelligence predict auto sales performance after controlling for employees' age and years of experience? and (c) Does motivation mediate the relationship between emotional intelligence components and auto sales performance? No study had previously examined the relationship between EI and auto sales performance. The current study was quantitative in nature and used a non-experimental, descriptive, and correlational design. Eighty-eight participants aged 18-62 years completed the required surveys for the study. Participants reported between one and 21 years of experience at their current sales jobs. The researcher hypothesized a significant relationship between emotional intelligence components, motivation, and auto sales performance. The results showed no significant relationship between emotional intelligence components and auto sales performance, but did show a significant relationship between motivation and auto sales performance. The results also showed that job experience and age are significantly correlated with auto sales performance. Adding EI as part of the training and development tools for promoting employee performance may benefit sales industries in general, and auto sales industries in particular.