Monthly Archives: September 2016

Why does Emotional Intelligence matter?

In the Mid 1990’s I was involved in developing and building out a sales team to sell internet services – hard as you might believe today – we had to proactively educate and convince people and businesses that the internet was really important!  Memories of outbound sales campaigns, field based campaigns, seminars TV and Radio campaigns.  In today’s world of smart phones, we suffer withdrawal symptoms if we don’t have access to wifi!


Today, we are in the Emotional Intelligence (EI) space and passionately believe it can help people improve their relationships and performance.  I’ve been fascinated by reactions when I mention Emotional Inteligence – it feels like the word emotion is seen as a scary word  – “we’re not going to talk about that”, “I won’t use that term with my boss”.  I have a hunch that the word emotion is just too scary for some people particularly in a business conteext.


But guess what, Emotions matter and neuroscience has proven that our EI is really important to our performance.

  • Employees are 4 times more likely to be engaged working in an emotionally intelligent leadership climate
  • Managers trained in EI deliver twice the profit than those that are not
  • Sales Teams who have developed their EI deliver increased revenue and profitablity
  • 90% of Top performers are high in EI

So, my hope is that this blog will help raise your awareness and allow you to see how your emotional intelligence is critical in your business and personal life!


What is EI?

Emotional Intelligence (EI) is how somebody manages their personality to be both personally and interpersonally effective.

EI is about Attitude

Neurological evidence shows that thoughts and feelings do not occur randomly.  They are responses to a stimulus which has been perceived, interpreted and filtered through your underlying attitudes.  It is a person’s attitude that largely influences their feelings, thoughts and in turn behaviours.  Consequently, Emotional Intelligence is fundamentally influenced by the attitudes you hold toward yourself and others.

EI is about Awareness

Emotional Intelligence involves noticing, labelling, interpreting our emotions and the emotions of others. Emotional Intelligence involves incorporating our feelings and intuition into our thinking; for example sensing risk when walking close to the edge of a cliff or approaching a difficult conversation at work.

EI is about Relationships

Emotions serve an important social and adaptive function. They increase our awareness of others, providing information on the perspective of others and an understanding of why others behave the way they do. Therefore, Emotional Intelligence refers to the capacity to adapt your behaviour within the social context.

Developing EI is about Practice

Like any skill, Emotional Intelligence can be developed and it takes practice. Noticing and managing your attitudes, emotions and behaviour in a changing social context is a continual process. Emotional Intelligence is reflected by what a person does in the present moment. Emotional Intelligence is therefore described as a verb; it is about being emotionally intelligent.


How does it link to Personality and Competencies

Personality represents who a person is and includes their temperament and innate resources (such as IQ)

EI is how well a person learns to manage their temperament and harness their innate resources (their potential)

Competencies are how this manifests in terms of a person’s work performance and behaviours.

EI is therefore the ‘glue’ or the ‘missing link’ that turns individual personality (potential) into effective performance and may be summarised as:




To  find out more and learn about your own Emotional Intelligence, email: