Assess

Harnessing the Power of Emotional Intelligence

It’s been nearly 20 years since Daniel Goleman introduced the concept of Emotional Intelligence (EQ) to the business world, when his article on the subject first appeared in Harvard Business Review.

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What was groundbreaking (and often dismissed as “touchy-feely”) then is fully embraced today – as organizations worldwide are seeing notable results from leaders who score high on their ability to manage their emotions as well as their relationships with others.

Knowledge is EQ power

The field of neuroscience has enhanced our knowledge of how and why the brain does what it does. We now have rich knowledge of the important role EQ skills play in producing business results and predicting individual success. We also have scientifically validated behavior assessments that help us understand our strengths and gaps in managing our emotions and our relationships.

It’s clear that EQ has found its legitimacy as a key business and leadership capability, with the power to deliver stunning business results. Consider these examples:

  • The Coca-Cola Company saw division leaders who developed their EQ skills outperform their targets by 15%.
  • The U.S. Air Force reduced recruiter turnover from 35% to 5% annually by selecting candidates high in emotional intelligence.
  • Fortune Brands had 100% of their leaders who went through EQ development exceed performance targets, compared with just 28% of leaders who failed to develop their EQ skills.
  • Salespeople at an insurance firm who scored high on an emotional intelligence test sold 37% more in their first two years than those who scored lower.

Yes, the results are convincing, and the power of EQ is clear. If your organization hasn’t yet tapped into that power, then now is a great time to do so. Blueline Simulations offers EQ-related learning opportunities that you can put to work right away.

In next week’s blog, we’ll share a project in which Blueline Simulations worked with a Fortune 120 pharmaceutical firm to assess the EQ skills of 80 of its leaders, including coaching around the assessment results and customized training to further develop EQ skills.

All Questions Aside… You Already Have the Answers!

Proven systems, verified processes and time-tested techniques all sound good at first. After all, if they work for so many other organizations, they should work for yours too… right?

Not necessarily. In fact, standard off-the-shelf interventions and implementations that tout a “one-size-fits-all” approach rarely have the intended results. Why? Because every organization is unique, with a unique set of issues and challenges. What works like a charm at one organization could contribute to the demise of another.

…every organization already has the answers to its greatest challenges stored safely in the minds of its greatest asset: its people.

We at Blueline Simulations firmly believe that every organization already has the answers to its greatest challenges stored safely in the minds of its greatest asset: its people. So instead of searching for answers beyond your organization’s walls, you’d be wise to seek help mining the answers you already have.

Let their voices be heard

Enter Blueline’s Voice of the Business, a unique combination of background research, free-form interviews, focus groups and questionnaires designed to engage and secure the commitment of your employees while pinpointing critical issues and identifying solutions.

Mining insights from within your organization has benefits all around. For starters, the resulting systems and processes are uniquely yours – meaning you’re growing competitive advantage rather than “joining the club” of competitors who are all implementing “proven” solutions. And by engaging your people in the process, you empower them and set the stage for the all-important process of securing their commitment and buy-in.

Although our Voice of the Business process always follows these same five steps, the outcomes are as unique as the clients we proudly serve:

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Please contact us if you would like to know more. If you still aren’t convinced, take a few minutes to explore the blogs that my team and I have written over the past year or so. Each implementation was profoundly impacted by Blueline’s Voice of the Business.

Has an evolving marketplace required a change in your sales model?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are pockets of success in your organization.

What do you do?

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