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Emotional Intelligence Fuels Top Sales Performers

A multi-year study at Amadori, a leading supplier of McDonald’s in Europe, explored the relationship between EQ and sales performance.

Overview

Situation: Amadori, a leading supplier of McDonald’s in Europe, wanted to understand the relationship between emotional intelligence and sales performance, and identify teachable skills that fueled sales success.

Solution: Performance data for members of Amadori’s sales team were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments, and the results analyzed.

Results: Researchers found a correlation between overall EQ and sales success, and isolated one EQ skill that by itself accounted for over 10% of the variation in sales success.

“In light of these results, it is clear that our ideal agent is a practical and rational operator, a problem solver focused on achievement, and able to choose from several options rapidly and with care and attention.”

Paolo Pampanini

HR Director, Amadori

Situation

After completing a three-year study of emotional intelligence, engagement and performance, researchers further explored the relationship between EQ and sales performance at Amadori. In particular, the researchers sought to answer 3 questions:
1. Does EQ Influence Sales Performance?
2. What are the Key Emotional Intelligence Competencies and Brain Talents of Top Performers?
3. What Do the Wellbeing Scores of Top Performers Indicate About Sales Success and Burnout?

Solution

Performance data for Amadori’s 350 salespeople throughout Italy – as measured in kilograms sold per client – were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments. Extensive analysis revealed the extent of the relationship between EQ and sales performance, highlighted specific EQ competencies present in the top performers, and revealed alarming signs about the personal cost of the success of the top performers.

Results

The project was highly successful. Researchers gained insight on each of the original questions related to EQ and sales performance.

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EQ and Sales

Overall EQ predicted 16% of the variation in sales performance.

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BURNOUT RISK

The top performers scored significantly lower on the Outcome of Wellbeing than the low performers.

RECOGNIZING PATTERNS

The EQ Skill of Recognizing Patterns alone predicted 10% of the variation in Sales Performance.

Products & Services Delivered

EQ Skills

SEI – Six Seconds’ Emotional Intelligence Assessment is a validated psychometric tool for measuring emotional intelligence, used with over 250k people worldwide.

Brain Profiles

Six Seconds’ Brain Profiles distill the power of an advanced emotional intelligence assessment tool into one page for compelling, quick, meaningful insight.

Custom Development

To address the organization’s specific needs using Six Seconds’ methodology, a custom program was developed, tested, and implemented.

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