Most sales leaders land their roles because of their selling skills or tenure – not because they’re natural-born leaders. The result? A common misconception is that sales leaders need to have all the answers.
Instead of listening and developing relationships, they spend their time talking, directing, and telling.
That’s a problem. Leadership isn’t about knowing everything but connection, influence, and trust. Emotional intelligence (EQ) is the missing piece, and when mastered, it turns a good sales leader into a great one.
Why Emotional Intelligence Matters in Sales Leadership
Sales is a human game. AI, data, automation, and CRM tools can help close deals, provide summarized or consolidated information, and simplify tasks. They will never replace trust, authenticity, and real connections. That’s where EQ comes in.
High-EQ leaders:
- Build deeper relationships with their teams – understanding their personal and professional motivations
- Adapt to different personalities, needs, and communication styles
- Are more interested in their team’s operating reality than their own
- Stay composed under pressure
- Create an environment where people feel valued and motivated
Bradberry and Greaves, authors of Emotional Intelligence 2.0, argue that EQ is more important to job performance than any other leadership skill.
Their performance will suffer if your team doesn’t feel heard, understood, and supported.
The 5 Core Components of EQ
- Self-Awareness – Recognizing your own emotions and how they impact others
- Self-Regulation – Controlling emotional reactions, especially under stress
- Empathy – Understanding and appreciating the emotions/feelings and needs of others
- Social Skills – Communicating and building relationships effectively
- Motivation – Staying driven and optimistic while understanding the motivations of others and yourself, even in challenging situations
Three Ways to Boost Your Leadership EQ
1 – Understand Your Team’s Needs
Your job as a sales leader is to make everyone around you better. That means leading based on who they are, not who you are. Some professionals need frequent check-ins, while others prefer independence. One might thrive on public recognition, while another values a quiet, one-on-one “great job.” Know what fuels them and lead accordingly.
2 – Build in Time for Self-Reflection
EQ isn’t just about reading others – it’s about understanding your triggers. If you constantly react vs respond out of frustration or assumption, you’ll create tension instead of trust. Every morning, ask yourself:
“When did my emotions work against me yesterday?”
“Where did I get triggered?”
“What could I have done differently?”
The more you assess and become self-aware, the more you’ll recognize patterns and break bad habits before they damage relationships.
3 – Seek Feedback
No one grows in a vacuum. Ask your team what you could do differently. Be open to critique. Instead of getting defensive, ask follow-ups: What impact did that have on you? How could I support you better? The best leaders are coachable.
LAER: The Bonding Process® = EQ in Action
Carew International’s LAER: The Bonding Process® is a game-changer for high-EQ sales leaders:
- Listen – Give your full attention. No interrupting, no jumping in with solutions.
- Acknowledge – Validate emotions. “I can see why that’s frustrating.”
- Explore – Ask deeper questions. “What would an ideal solution look like?”
- Respond – Provide a thoughtful, tailored response – not a generic directive.
The Competitive Advantage
Sales leaders with high EQ don’t just manage teams – they inspire them. By making emotions work for you instead of against you, you’ll create an engaged, motivated, and high-performing sales force.
Ready to take your leadership skills to the next level? Explore Carew International’s training programs and start transforming your approach today.
