- Why Emotional Intelligence is Key in Leadership Sales Made Easy 24:33
Neptali Martinez is founder and principal at NJM Career/Leadership Coaching, which provides career and executive Coaching for professionals in middle and upper management levels, business owners, and entrepreneurs in diverse areas such as Information Technology, Human Resources, Supply Chain Management, and other business organizations.
As an author, Neptali has published more than a dozen articles in a trade magazine, and has published his first book, CoachAbility: Are You in the State or Condition to be Coached? Summary/Abstract
Harry Spaight interviewed Neptali Martinez, a new author and business leader, on the Sales Made Easy podcast. Neptali discussed his background, which began in technology, where he was a manager and eventually the Human Resources Director. After finishing his Master’s in Human Resources Management, Neptali was inspired by his employee to pursue Coaching. He now works as a coach and has written a book, Selling With Dignity, about achieving life-changing sales results without resorting to pushy tactics.
Neptali is a professional coach who has taken an intensive month-long course and taught courses on change management and emotional intelligence. He believes that managers should be aware of their own emotions and the emotions of their direct reports, peers and clients. He suggests that when confronted with an emotional person, the manager should ask them to put their emotions in a container so that they do not react defensively. This is a way of managing emotions and building trust.
Neptali and Harry discuss the importance of emotional intelligence in leadership. Neptali shares how he used to manage situations when he was in a position of leadership in technology. He explains that he usually took a step back and tried to analyze the situation before responding. He reflects that he didn’t need to learn about emotional intelligence as he already had a base of it, but he did perfect it and educate himself on the topic. Harry acknowledges how even without formal training, Neptali had a lot of emotional intelligence. He emphasizes that it is an important skill to have in order to be a successful leader.
Neptali and Harry discuss the similarities between leadership and sales, the difference between telling someone what they need to do versus Coaching them, and the importance of self-awareness in becoming a good leader. Neptali talks about how leaders need to show respect for their followers by asking them for their input and showing that they trust their knowledge. Harry mentions how it is important to be open to learning from different people and trying to form and shape what leadership should be for them. Neptali suggests that people become more self-aware by taking time to get to know themselves.
Timestamps
00:00:00
“Exploring the Journey of Professional Growth with Neptali Martinez”
00:02:43
Heading: Emotional Intelligence in Professional Coaching and Change Management
00:04:56
Conversation on Emotional Intelligence and Leadership
00:06:31
Conversation on Leadership and Sales: Exploring the Difference between Telling and Coaching
00:12:43
Conversation on Building Trust and Creating a Safe Environment for Employees and Managers
00:15:00
Conversation on Building Trust in a Sales Team
00:18:38
“The Benefits of Developing a Thick Skin in Sales”
00:20:27
Conversation on Overcoming Rejection and Developing Emotional Intelligence
00:22:00
Conversation with Neptali Salazar: Understanding Emotional Intelligence in Professional Settings
Highlights
But we have to, that that’s where the emotional intelligence comes in. So we, we get the little sting, we get the little bee sting. Harry But the emotional intelligence is, I’ve gotta persist.
So every other division inside of a company should perform as a team. They get buy-in, so forth in sales. And you wonder why salespeople are dysfunctional. I mean we are, we are looking for rewards somehow, but yeah, change that.
Harry How can we become a little more successful with whatever the initiative is in sales? It might be new business or cross-selling or something like that. What are some ideas that we could have? Let’s throw ’em all in.
Because one of the things that I find in Coaching and also in dealing with employees is. There’s a level of apprehension and we talking about emotional. There’s a level of avoiding risk.
Harry Well part of the whole emotional intelligence is this self-awareness. Right where, so like for most people who are new in leadership, they, like you mentioned, they’re not trained.Thank you for checking out the Sales Made Easy podcast brought to you by Selling With Dignity.
I’m your host Harry Spaight and bring to you some 25+ years of sales and sales leadership experience in the hyper-competitive arena of office technology sales. I will be chatting with business owners and sales leaders that share their insights about growing their businesses and topics that will be of value. I will sprinkle in a little humor where we can fit it in because life is too short not to have a few laughs along the way.
Look for me on LinkedIn at https://www.linkedin.com/in/harryspaight/ and you can download a few chapters of Selling With Dignity here: https://sellingwithdignity.com/the-book/
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