Retail Observer

July 2020

The Retail Observer is an industry leading magazine for INDEPENDENT RETAILERS in Major Appliances, Consumer Electronics and Home Furnishings

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RETAILOBSERVER.COM JULY 2020 14 B O O K R E V I E W EMOTIONAL INTELLIGENCE FOR SALES LEADERSHIP Author: Colleen Stanley is president of SalesLeadership Inc. Colleen has been in the sales training business for over twenty years and is the foremost expert and thought leader in bringing emotional intelligence to the sales profession. Salesforce.com named her among the top eight influencers in sales of the 21st century. She is a popular speaker and master trainer. Publisher: AMACOM R esearch from CSO Insights shows that only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas. This is despite salespeople and managers having access to more sales technology tools, information, and education than ever. Sales managers need a fresh approach to improve sales results. The missing link is in hiring for and developing emotional intelligence skills such as emotion management, self-awareness, empathy, assertiveness, and delayed gratification, just to name a few. Emotional Intelligence for Sales Leadership is written for sales managers, entrepreneurs, small-business owners and salespeople looking to become sales managers. It will connect with anyone who's charged with growing sales in business-to- business or business-to-consumer sales. RO

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