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Emotional Intelligence for Sales Success by Jill Konrath, Colleen Stanley

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CHAPTER 10

Take the Lead

Sales Leadership and Emotional Intelligence

YOU’VE LIKELY HEARD this story before: Tom is a hard-working salesperson who is a student of his profession. He becomes the top producer at the company and, because of his outstanding sales results, is promoted into management.

But in his new position as a sales leader, Tom quickly becomes puzzled and frustrated because his team isn’t hitting its revenue goals. In order to make sure the company goals are met, he is forced to put his salesperson hat back on. Due to this dual role, he is now working seven days a week and is beginning to question his decision to move into management. Self-doubt sets in. How could he be so successful as a salesperson, only to fail miserably as a ...

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