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Introduction . Benefits . Evidence . Programs


There is more to being successful than the traditional notion of intelligence.

  • What happened to the so called intelligent people you went to school with, did they all live up to that initial "promise"?
  • Why is it that some people fall short of their potential, while others outperform what their talent would suggest?
  • Why is it that a minority of people get the majority of the results?
  • What are the characteristics that most distinguish high achievers from the average?

Being successful is much more than just intelligence. Researchers generally agree that IQ only accounts for about 4% to 20% of results.

Research cited by Daniel Goleman shows the critical factor for sustained achievement is not only a function of ability or talent but 80% of achievement is dependent on Emotional Intelligence.

Goleman's research deomnstrates that Emotional Intelligence has proven to be twice as important as any other competency in any job role. The tougher and more challenging the role the more Emotional Intelligence becomes the important factor in success.

Sales people, high in emotional intelligence, have proven to outperform others by up to 319%. Evidence also shows that 90% of exceptional leaders results are attributed to their Emotional Intelligence.

Emotional Intelligence is about a person's ability to understand and manage their own emotions and behaviours as well as those of others. It's a person's ability that helps people cope with frustrations, control emotions and get along with others. Emotional Intelligence is the cornerstone for personal and professional success. It is the competency that leverages talent.

Emotional Intelligence is a new paradigm of the competencies of being SMART. These competencies are Self awareness, Mastering negative emotions, Attitude of optimism, Reading the emotions of others and Teaming up with others to maximise results.

  • Self Awareness
    Self awareness is about emotional literacy, the ability to understand and recognise an emotion as you experience it. It's about understanding the link between thinking, feelings and their impact on every behaviour, choice and decision we make. Self awareness allows us to take into account how much our emotions may impact our actions. Getting the right balance between reason and emotion is an important factor in our ability to act appropriately.
  • Mastering Negative Emotions
    The ability to practice self control and manage negative emotions is a critical emotional intelligence competency. This begins by taking responsibility for our own emotions and responses. It requires a no cop out mindset to our own personal happiness. Having strategies and skills to manage negative emotions like fear, anger and sadness are essential to cope with life's challenges and setbacks. The ability to control impulses and delay gratification in the pursuit of our goals is a core competency in success.
  • Attitude of Optimism
    Optimism is a primary factor that influences our ability to stay motivated. It is the ability to depersonalise problems or setbacks and see them temporary, one off, events that are solvable. This style of thinking promotes resilience and the capacity to bounce back from adversity and stay focused on goals. Numerous studies have demonstrated optimistic people try harder when things get tough and are more likely to succeed. Optimism is a powerful factor in Identifying Achievers.
  • Reading the Emotions of Others
    This is the ability to empathise with and feel compassion for others. Empathy is the emotional connection with others. The ability to read a situation, recognise what are the underlying issues and display empathy are vital cornerstones for strong working relationships.
  • Teaming Up With Others
    The ability to get along with and work with others is the factor that leverages results. This ability combines the other Emotional Intelligence competiences to be able to influence the thinking, feeling and behaviours of others. Exceptional performance and teamwork are inseparable. Organisations need leaders, managers and employees who are team players who can work in harmony toward common goals.

Unlike IQ, Emotional Intelligence can be improved with well designed development programs, feedback and coaching. The introduction of customised Emotional Intelligence training programs and support initiatives will significantly increase the effectiveness and outcomes of leadership, sales, customer service, team building and change programs.



People high in Emotional Intelligence are happier, healthier and more successful in their business, work and personal relationships. They have the competencies and abilities to:

  • Inspire others and be excellent leaders.
  • Produce significantly more in sales roles.
  • Work in harmony in a team environment.
  • Practice flexibility and proactively change.
  • Maintain optimism in the face of adversity.
  • Persist in challenging roles and are more stable in employment.
  • Collaborate better with others to achieve results.
  • Obtain the right balance between emotion and reason.
  • Recognise and be aware of their own feelings and those of others.
  • Demonstrate empathy and compassion for others.
  • Display high tolerance to discomfort and stress.
  • Manage impulses and delay gratification in pursuit of their goals.
  • Immunise themselves against rejection.
  • Demonstrate more self discipline.
  • Overcome and manage negative emotions like anger, fear, sadness.
  • Be highly tolerant of the differences in others.
  • Manage conflict and soothe the emotions of others.
  • Display strong character and temperament.
  • Influence the feelings and behaviours of others.



There is a great deal of research that links emotional intelligence with individual performance and organisational productivity.

  • Partners high in emotional intelligence in a consulting firm delivered 139% more profit from their accounts than other partners.
  • Sales people trained in emotional intelligence competencies achieved a sustained 87% improvement in sales and the training delivered in excess of 2000% return on investment in the first year.
  • Sales people selected on emotional intelligence competencies had 63% less turnover than those selected in the traditional way.
  • Insurance sales people strong in emotional intelligence sold policies on average of twice the value of those low in emotional intelligence.
  • Exceptional leaders attributed 90% of their success to their emotional intelligence.
  • Managers high in emotional intelligence outperform targets in the range of 15% to 20%. Those low in emotional intelligence underperform targets by 20%.
  • Supervisors trained in emotional intelligence competencies increased production by 17%.
  • Sales people high in emotional intelligence competency of optimism sold 37% more than pessimists.
  • Sales people hired on emotional intelligence halve the dropout rate.
  • The most successful airforce recruiters scored highly on emotional intelligence competencies.
  • The primary cause of executive failure involved deficits in emotional intelligence.
  • Emotional intelligence based training programs produce 8 times the return on investment of non-emotional intelligence based programs.