There is a new version of The Business Case for Emotional Intelligence available!

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View the old 2010 version


The 2010 Business Case for Emotional Intelligence is an in-depth analysis of current research presented in a compelling, engaging eBook — available for free download (see below).  The eBook covers….

twice the power

Executive Summary:

“The evidence is increasingly compelling. The measurable, learnable skills of emotional intelligence make a significant impact on organizational performance. EQ may be essential to differentiating world-class organizations in an increasingly complex and competitive marketplace.”



“What’s driving this interest? Is emotional intelligence “just a fad,” or does the science offer new insight and tools that genuinely affect performance? And if EQ is so important, how do leaders find their way to the value amidst the hype?”

“Your organization is made of people, processes, and property. For a long time, “common wisdom” has been that returns come from investing in the latter two. Yet, in the last decades, a flood of research has challenged that assumption and is increasingly proving that a company’s people are the differentiating factor. Since emotional intelligence is all about “people smarts” — about relating to yourself and others — it’s no surprise that EQ plays a major role in this dimension.” 


Emotional Intelligence:

“Some people just get along with others, respond carefully even in the face of challenge, and truly connect with people. They are proactive, balanced, operate with integrity, and have great insight into themselves and others. All these come from a set of skills called emotional intelligence, or EQ.”


Part 1: Leadership and Financial Performance — The Bottom Line Perspective

leaders with emotional intelligence“Numerous studies explore the financial implication of emotional intelligence; particularly how higher EQ leaders produce more powerful business results. One such study tested 186 executives on EQ and compared their scores with their company’s profitability; leaders who scored higher in key aspects of emotional intelligence (including empathy and accurate self-awareness) were more likely to be highly profitable.”

“managers high in emotional intelligence outperformed others in terms of increased guest satisfaction, lower turnover, and 34% greater profit growth”

“…higher EQ scores predict higher performance in ethics”

“the positive mood of the leader positively influenced group members at both the individual and collective level”

“project managers… with higher EQ linked to improved teamwork and more effective handling of conflict”

“leaders who created more positive climate had more revenue as well as increased growth”


emotional intelligence increases sales

Part Two: Sales and Customer Loyalty — The Customer Perspective

“Emotional intelligence skills seem to drive both the relationship aspects of sales, and the internal focus and drive of top sales performance. So the emotional skills of people in your organization have a profound effect on the relationship between the organization and its customers.”

“the skills of emotional intelligence are worth over $2million per month”

“salespeople selected on the basis of emotional competence sold $91,370 more”

“results included a dramatic increase in guest satisfaction and market share”

“higher emotional intelligence… tended to perform better on product distribution, the number of new accounts sold, and employee promotions earned” 

Part Three: Star Performance and Retention — The Internal Business Perspective

EQ predicts performance“EQ scores… predict over 58% of the variation in critical professional and personal success factors”

“when asked what sets superior performers apart, participants identified emotionally intelligent competencies 44% of the time and cognitively intelligent competencies 19% of the time”

“emotional intelligence is predictive of stress management”

“those with higher emotional intelligence found it easier to handle the perception of organizational politics and had lower abesentee rates”

“net savings of selecting based on EQ competencies equals $190 million”

“those hired based on their emotional competence were 90% more likely to finish their training”

“strong links between EQ skills, affect (mood), and job satisfaction”



“Leaders are learning that emotional intelligence isn’t just a new label for sales techniques or a repackaging of feel-good aphorism — they’re coming to recognize emotional intelligence as a core skill-set, grounded in science, that underlies performance, and they’re committing to bring these assets on board.”

emotions drive people

Please click here for the new, 2016 version of this eBook

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