Purpose – The purpose of this paper is to examine statistically the efficacy of an emotional intelligence (EI) training program on sales performance and emotional intelligence in a group of salespeople. Design/methodology/approach – An experimental, repeated measures/between‐groups design was used (training group ( n =29) and a control group ( n =21)). The dependent variables were sales performance, self‐report EI and rater‐report EI. The data were analysed based on a series of split‐plot ANOVAS. Findings – Rater‐reported EI correlated with sales performance at r =0.32. The EI training group also demonstrated increases in both self‐ and rater‐report EI equal to approximately a Cohen's d =−0.45, in comparison to the control group. Finally, the EI training group outperformed the control group by approximately 9 per cent ( p <0.05) in sales performance. Research limitations/implications – The long‐term beneficial effects of the EI training program on sales performance are not known. Practical implications – Human resource practitioners and coaches may consider implementing an EI training program to facilitate performance in sales people. Originality/value – This is the first study to examine the effects of an EI training program using a rigorous experimental methodology and an objective measure of sales performance.
Cross Cultural Management: An International Journal – Emerald Publishing
Published: Feb 3, 2012
Keywords: Australia; Pharmaceuticals industry; Acquisitions and mergers; Training; Sales performance; Emotional intelligence