Feb 15 2007
Let’s Talk About Emotional Competence………
Old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy challenge everyone, everywhere, to adapt in order to prosper under new rules. In the old economy, hierarchies pitted labour against management, with workers paid wages depending on their skills, but that is eroding as the rate of change accelerates.
Hierarchies are being replaced by networks; labour and management are uniting into teams; wages are coming in new mixtures of options, incentives and ownership; fixed jobs melt into fluid careers.
As business changes, so do the traits needed to survive, let alone excel. All these transitions put increased value on emotional intelligence. Competitive pressures put a new value on people who are self-motivated, show initiative, have the inner drive for outdoing themselves, and are optimistic enough to take reversals and setbacks in their stride. The ever-pressing need to serve customers and clients well and to work smoothly and creatively with an ever more diverse range of people makes the ability to empathise all the more essential.
At the same time, the meltdown of old hierarchies increases the importance of traditional people skills such as building bonds, influence and collaboration. And that is as true for employers as it is for employees. The task of the leader draws on a wide range of personal skills. Research has shown that emotional competence makes the crucial difference between mediocre leaders and the best. Indeed, emotional competence makes up about two thirds of the ingredients of star performance in general, but for outstanding leaders emotional competencies – as opposed to technical or cognitive cues – make up 80 to 100% of those listed by companies as crucial for success. Read On
I am delighted to announce that we have launched the new JF site: www.jonathanfarrington.com The principle objective was to expand the number of categories within the Article Vault and thus aid navigation but we decided we may as well complete some minor cosmetic changes at the same time, and the end result is superb. In fact the guys also upgraded the Group site: www.thejfagroup.com and again the effect is pretty stunning – so well done that team, you have exceeded my expectations yet again!
“The Top 10 Sales Articles” project seems to be stirring up considerable interest and I received some communication from a Blog Radio station this week – now that would be an excellent platform to launch the initiative – so more soon!
Two new articles on the main sites for you this week: “Sales Managers Need To Constantly Challenge Paradigms But Keep The Overall Strategy In Mind” –one day I will get the hang of writing shorter titles! Here is a snippet:
“One of the key tasks of a sales manager is to continually seek ways to improve the way in which their team operates – constantly challenging paradigms and questioning “the way we do things around here”, will ensure the team remains at optimum performance levels.
However, it is also important to stay within an overall long term strategy and not effect change for change’s sake. Here are some thoughts on moving forward in a structured manner.”
On my personal site, by popular demand, I return to thoughts about negotiation with: “Negotiation – Some Thoughts On Movement And Concessions”
“Asking questions and listening effectively are important skills both in selling and negotiating. The first phase of negotiation involves both parties agreeing the background to the negotiation and fishing for the opening demand or offer.
It is often better to present the opening demand or offer in terms of a hypothetical question, as this allows the negotiator to retreat to his initial position if necessary.
The opening offer will probably be at or just about the level of the negotiator’s maximum expectation, giving him room to manoeuvre, but not so high that the offer lacks credibility. Do not attempt to win. at this stage, but hold sufficient back so that you are able to move, if necessary, at a later stage”.
Thank you for all your messages, do keep them coming and if you feel you would like to comment on this week’s posting or any of the previous ones, please do!
My webmaster is inundated with requests for reciprocal links from other sites but unfortunately, this is not a strategy we pursue – however, by posting a comment here you automatically gain a link!!
Have a great week - JF
Kudos to your website designers, what a nice finished product! It was worth the wait.
Interesting observation you make on the length of your titles. I worry one day a title may end up longer than the article! Just kidding. It is tough to capture the preciseness you want in fewer words, “Course correcting on route” just doesn’t do it. But do keep filling up the Article Vault, there are some great treasures in there.
Clayton
On behalf of the technical team a big thank you; it’s nice to know all our hard work is appreciated.
Jacqueline
Team Leader
The important thing to remember is that you are only as good as your next game, so let’s crack on with ASP Profile site please and not be verbally seduced by our frozen friends from the north:)
But he is right! - He usually is.
The Task Master
The ability to ‘connect’ and build high levels of rapport quickly, is in my view much more integral to success than most other competencies. Emotional competence is a great phrase yet what is your definition of this? The more in touch we are with our own emotions means that we automatically inherit the ability to become more attuned to the emotions of others. That being said, I have met many people in my time who have been so wrapped up in their own emotional states that it dominates their communication with others.
Jaqueline, love the whole feel of the website, it has an ‘authoratitive’ feel to it that conveys credibility and professionalism.
Nikki,
You have virtually summised my own view of precisely what “Emotional Competence” is and in doing so, you have, possibly inadvertently, described why you yourself are so successful.
Whilst I do believe that opportunities for human interaction are being reduced by the advancement of technology - specifically, online trading, the fact remains, as I have stated often enough, “people buy people first”
For me the key skills for leadership are empathy, the ability to develop rapport easily, having an appropriate ego/empathy balance, vision and of course, courage.
Your responses to both Paul and Jacqueline confirmed to me, not that I needed further proof, that you have the ability to make people feel good about themselves: This leads to greater confidence, which in turn results in superior performance. Here we witnessed “Emotional Competence” at work.
J
Perception is Projection! Thanks J Also your radio blog thingy looks rather revolutionary - well done for pushing out the boundarieseven further.
Jonathan:
Whilst I agree that technological changes are reducing our opportunities for face to face interaction, I believe that we now have exciting opportunities to interact as humans via technology. Emotionally competent people will be in demand because creating a relationship via the written word is a valuable skill in its own right.
It’s my first visit to your blog. Do keep up the good work.