Shared From Dr. David Goleman
Managing one’s emotions and the emotions of those around you—is the strongest
predictor of performance. Psychologist – David Goleman identifies there are four key
pillars of EQ:
Self-awareness
Self-awareness is the ability to recognize your own strengths and weakness and the
effect your emotions have on others. According to the Harvard Business Review, 95% of
people think they are self-aware; however, only 10 to 15% truly are. Without assistance,
that gap can seriously impact seller performance—particularly in virtual interactions.
Self-management
We demonstrate self-management when we think before acting and express emotions
with restraint. Self-management allows us to respond—rather than react—to situations
based on information rather than impulse. The better information we have, the better
we’re able to hold ourselves accountable for our decisions and actions.
Social awareness
Social awareness is the ability to recognize others’ emotions and how they influence
their behavior. It’s how we “read the room” in interactions. Those with high social
awareness also demonstrate a high degree of empathy—the no. 1 leadership skill
according to DDI, with empathetic leaders performing more than 40% higher in
engaging others.
Relationship management
Relationship management involves using emotional insights and leadership to foster
positive relationships. It’s how we build trust and encourage repeat engagement. Not
surprisingly, the most successful relationship managers are those with naturally high—
or highly assisted—emotional intelligence