5 years ago
December 28, 2018

How Your Emotional Intelligence Can Make or Break Your Sales Career

Top sales recruiters and salespeople are good with people. They have a knack for being able to read people, they are strong communicators, and they know how to keep their…

Rhys Metler

Top sales recruiters and salespeople are good with people. They have a knack for being able to read people, they are strong communicators, and they know how to keep their emotions in check. They have the ability to see other people’s emotional responses to situations during the sales process. Sales reps with these skills are often referred to as having emotional intelligence. It’s a skill that can have a big impact on your sales career success.

What Is Emotional Intelligence?

Emotional intelligence is a skill one can’t really test for but is apparent by the way someone speaks and interacts with others.

As defined by Psychology Today,

“Emotional intelligence refers to the ability to identify and manage one’s own emotions, as well as the emotions of others.”

Being emotionally intelligent means people have:

  • Emotional awareness
  • The ability to tap into emotions and rationally use them
  • The ability to manage emotions – including others by showing compassion, and cheering up or consoling others

Why Is Emotional Intelligence So Important in Sales?

Emotional intelligence is a highly desirable skill that companies are looking for in sales professionals. Richard Stevenson from Business.com explains why emotional intelligence is such an important skill to have in sales:

“In a job that requires the ability to break down barriers with total strangers, overcome objections, build relationships and make connections, it’s easy to see why the ability to control emotions and respond appropriately is important.”

Sales can get emotional and it can get personal. If you fail to understand the customer’s perspective and see the emotional side of things, you can come off as cold and only focused on closing the deal. This can hurt your ability to develop relationships with prospects.

How Can Emotional Intelligence Help You in Sales?

Creating an emotional connection with your customers creates a bond. In fact, it increases your chances of closing a deal. According to research by Gallup, customers who connect with and like their sales reps are 12 times more likely to see the sales process through to purchase.


More Sales Career Advice From Sales Recruiters

Get more insightful information about furthering your sales career by checking out these blog posts by our expert sales recruiters:

Not Getting That Promotion? It Could Be a Result of These 5 Bad Behaviours to Avoid

The WORST Ways to Quit Your Job – 5 Things to Avoid When Quitting

4 Things to Avoid When Trying to Impress Your Sales Recruiter


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.