The Importance of Emotional Intelligence in Sales Enablement Programs

by Mentor Group / March 2, 2023

Sales enablement is a crucial aspect of any business, and it plays a vital role in the success of sales teams. However, while many sales enablement programs focus on technical skills and product knowledge, they often neglect the importance of emotional intelligence. 

Emotional intelligence refers to the ability to recognize, understand, and manage emotions, both in oneself and others. In sales, emotional intelligence is critical because it enables salespeople to build rapport with customers, understand their needs, and communicate effectively. 

Studies have shown that emotional intelligence is a key factor in sales success. In fact, a study by TalentSmart found that individuals with high emotional intelligence are 58% more likely to achieve their sales quotas. This highlights the importance of incorporating emotional intelligence training into sales enablement programs. 

Here are some ways that incorporating emotional intelligence into sales enablement programs can benefit sales teams: 


Improved communication: Salespeople with high emotional intelligence are better equipped to communicate effectively with their customers. They are able to understand the customer’s perspective, pick up on non-verbal cues, and respond in a way that resonates with the customer. 

Increased empathy: Salespeople with high emotional intelligence are able to understand their customers’ emotions and respond accordingly. This enables them to establish a strong rapport with their customers, which can lead to increased customer satisfaction and loyalty. 

Better stress management: Sales is a high-pressure job, and salespeople must be able to handle stress and rejection effectively. Emotional intelligence training can help salespeople manage their emotions, stay calm under pressure, and maintain their focus. 

Improved objection handling: Salespeople often face objections from customers. Emotional intelligence training can help salespeople understand the emotions behind these objections and respond in a way that addresses the customer’s concerns while still moving the sale forward. 

Increased sales success: Salespeople with high emotional intelligence are more likely to close deals and achieve their sales quotas. They are able to understand their customer’s emotions and use them to their advantage, thereby increasing their sales success. 


In conclusion, emotional intelligence is a critical aspect of sales success and should be incorporated into sales enablement programs. Companies that invest in developing the emotional intelligence of their sales teams are likely to see significant improvements in sales performance and customer satisfaction. 

Tags: Revenue Transformation Revenue Enablement Elite Selling

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Mentor Group

Mentor Group

Mentor Group are a data-led sales transformation company, dedicated to helping organisations sell more often, for more money, faster than ever before.