More and more research studies show that emotional intelligence or EQ, not intelligence quotient or IQ is the best predictor of success.

According to Collen Stanley of the Business Journal, emotional intelligence is important for sales people as it is a powerful tool in decision making and understanding the sales process. He mentioned two EQ core competencies, emotional awareness and self-regard, as vital in facing tough situations in the sales industry.

Sales persons who are good at understanding their own emotions and reactions do not make the same selling mistakes. On the other hand, self-regard is the sum of a person’s confidence and worth. Sales persons with high self-regard recover easily from failure and are forward-looking instead of backward-looking.