Sales managers face many challenges including constraints, stakeholder conflicts, managing teams and priorities. They must have both business skills like managing sales processes and people skills like self-awareness, social awareness, relationship management and team leadership. Developing emotional intelligence helps sales managers improve their people skills using a model of self-awareness, self-management, social awareness, relationship management and team leadership. Key takeaways are the importance of practicing empathy, building people skills, self-assessment, effective self-management, strong relationships and resonant leadership.

1. Emotional Intelligence for Sales Managers

2. Challenges faced by Sales Managers
Introduction
• Sales is a unique endeavour with definite start and end
• Sales inefficiencies cost million dollars to the organization
Challenges faced by Sales Managers
1. Sales constraint – Cost, Quality, Time, Scope & Risk
2. Stakeholder conflict
3. Layers of staff, Vendors & sub contractors
4. Sales priority for the organization
5. Virtual teams
Sales Manager need to exhibit both Business & People skills
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

3. BUSINESS SKILLS
Sales integration Management
Sales Scope, Cost, Quality Management
Time Management
Human resources Management
Risk Management
Communications Management
Stakeholder Management
Domain Expertise
PEOPLE SKILLS
Self Awareness
Self-Management
Social Awareness
Relationship Management
Team Leadership
Business vs. People skill
Soft skills cannot be replaced by hard work
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

4. EQ model for developing people skills
EQ Model for Sales Management
1. Self Awareness
2. Self-Management
3. Social Awareness
4. Relationship Management
5. Team Leadership
Soft skills cannot be replaced by hard work
Self – Awareness Self-Management
Social Awareness Relationship
Management
Team Leadership
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

5. 1. Self-Awareness
• Observations
• Self SWOT
• Risk Taking abilities
• EQ edge for Sales Manager
• Emotional self Awareness
• Accurate Self- Assessment
• Self Confidence
• Practitioner’s perspective
• Clarity for overarching goals
• Intrinsic motivation
• Optimism
Sales Management begins with self assessment
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

6. 2. Self-Management
• Observations
• Responding vs. response
• Standing tall in difficult situation
• HALT ( Hungry, Angry, Lonely & Tired)
• EQ edge for Sales Manager
• Self Control
• Practioners perspective
• Know thyself
• Brace-up, resourceful & support
• Self renewal
A strong sense of deploying capabilities for expected outcome
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

7. 3. Social-Awareness
• Observations
• Stakeholder cost-benefit, value analysis due to Sales delay
• Overall impact of Sales
• EQ edge for Sales Manager
• Empathy : Learn & practise to work along diverse set of
people
• Organizational awareness : Current of emotions & political
realty in a given organization. Leverage value & culture.
• Seeing others clearly : Wright-wrongs.
• Practioners perspective
• Demonstrate early wins
• Outsmart stakeholders
• Seek best in other’s. Set performance bar high
Practise empathy. Leverage organizational assets.

8. 4. Relationship Management
• Observations
• PM lacks desired authority
• Resources & support
• Conflicting requirement
• EQ edge for Sales Manager
• Stakeholder relationships : Relationship strategy &
nurturing relationship
• Developing others : Team skill building & passing baton
• Truth Telling : speak your mind
• Practioners perspective
• Apply EI basics
• Coach others
• Communication : 1to1, Lunch, Town hall
• Recognize others frequently
Recognition is powerful yet underused tool in PM’s arsenal
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

9. 5. Team Leadership
• Observations
• Lack of stakeholder engagement
• Trust on vision & leadership
• Lack of leadership for Leading Change towards
better tomorrow
• EQ edge for Sales Manager
• Communication
• Conflict Management
• Inspirational Leadership
• Practioners perspective
• Case good vision & mission. Lead team by
values.
• Listen & Respond with empathy
• Improve meeting by making them productive
• Use all 5 types of conflict management
techniques-Compromising, Smoothing, Forcing,
Avoiding, Confronting
• Hire & train Sales resources
As a PM you leave or die by your resources
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi

10. Climbing the Sales Ladder© inTelecom – Functional Perspective
Market Research
Understanding Sales
&
Marketing Function
Accounts & Channels
Competition
Tracking
Being a Sales
Director
Sales Planning Sales Strategy
Marketing
Communication
Finance for Non
Finance
Demand Generation
Demand Fulfillment Reporting
Key Account
Management
Channel
Management
Competitive
Positioning
Marketing
Business to Business
Business to
Consumer
Business to
Government
Sales as a
Competency
Sales as a
Company Culture
Selling Skills & tools
Contracts
Management
Pre-Sales
Segments, Verticals,
Regions
Domestic, Exports
Customer centric
Innovation
Managing Industry &
Ecosystem Dynamics
Being a Brand
Ambassador
Team work and
Co-ordination
Forecasting
Being a Sales
Manager
Products, Solutions,
Services
Being a Sales Leader
Ethics and Dilemmas
Being a Leadership
Team Member
Building a Successful
Career in Sales
Entry
Level
Manager
Level
Leader
Level
Functional knowhow gaps can be filled by appropriate training modules
Some of these modules can be chosen by the candidates as a part of their learning goals

11. Key takeaways
EQ / Sales Managers IP / Metahumin Consultancy Pvt. Ltd/ Sanjeev Joshi
Social awareness – Practise empathy
Encourage Sales Manager’s on building people skills
Self Awareness – Assess & Improve yourself
Self Management – Manage & deploy resources well
Relationship Management- Build strong network
Team Leadership – Become resonant leader