Sales Leadership – The Talent of Emotional Control

How many times have we witnessed those in sales leadership or sales management roles “lost their cool? What these individuals did was demonstrate their lack of emotional control.

Innermetrix defines emotional control as “the ability of a person to maintain rational and objective actions when experiencing strong internal emotions.  Unlike ‘Internal Self Control’ (which is an ability to prevent the feeling of others from negatively affecting your internal emotions), this capacity measures one’s ability to control their own internal emotions, and prevent them from affecting their actions, logic, objectivity, etc.”

Those who demonstrate a high capacity of emotional control are “aware of their internal emotions, but compartmentalize them as such and make rational, objective decisions based on the facts at hand, rather than allowing their internal stress, fear, excitement, etc. to influence their decisions.” (Source Innermetrix)

Conversely those who fail to demonstrate emotional control  “may have difficulty keeping their feelings under check.  Instead of recognizing their emotions and keeping them separate from their actions and maintaining composure, they may allow their own emotions to lead their actions, and in doing so will no longer be managing a stressful situation, but instead will become caught up in it.”

Simply speaking, emotional control is embedded within emotional intelligence.

Finally, remember the culture of your small business can increase emotional control or decrease it based upon the emotional control of yourself as the small business owner or your executives in your roles of business leadership.

Emotional control starts at the top.

Leanne Hoagland-Smith is a heurist who looks to discover new ways to guide and support rapidly growing small businesses or those who wish to grow beyond their current employees as well as executives in chaos.  She can be reached at 219.759.5601 CST.

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