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Collaborative Growth Articles

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Success and EQ

by Marcia Hughes, J.D., M.A. President
     Collaborative Growth

Success - what a word, what a concept! In truth, most of us are driven by a need and desire to be "successful" though how that term and that result are defined is deeply personal. I am a strong advocate of taking the time for deep personal reflection - taking the time to know what we are doing and why. Honest reflection allows us the opportunity to be truthful with ourselves and to make conscious choices about how we live our lives.

Collaborative Growth is producing this fall's EQ Symposium in order to promote success by using one of the best strategies we know - emotional intelligence. The research results listed below are indicators of the connection between success and EQ.

The exercise of emotional intelligence is based in our ability to understand and manage our emotions, as well as understand and respond effectively to the emotions of others. This is similar to the four areas measured by Dan Goleman's ECI. When we want to know more, we tap into Dr. BarOn's definition based on his research to find exactly which factors support the ability to be successful in today's complex environment.

Whether we're working with the four big categories or the fifteen more detailed areas, we are talking about skills. Hallelujah! That means if an area is important to success in your world, you can gain new skills and make a fundamental difference in your enjoyment of life! More than that, if you're a professional working to help others increase their skills, there are exceptionally rich opportunities to do so. However, we've found that while many know that EI is important, they are uncertain about how to help bring about those lasting changes. That's the purpose of the EQ Symposium.We will walk our talk by following our title EQ Power Tools - participants will receive concrete information on tools to use in growing EQ. We will indeed focus on "Closing the Gap between Theory and Action". And here's why - stronger emotional intelligence does equate to success as you can see from results such as the following:

Demonstrations of Success:

  • An IT Division in California state government benefited in a more harmonious and effective change-implementation process by learning to reduce stress and operate from their core heart feelings. They profited by significant decreases in anger, depression, sadness and fatigue while increasing peacefulness and vitality. Source: The Heartmath Solution, Childre and Martin

  • The US Air Force used the EQi to select recruiters (the Air Force’s front-line HR personnel) and found that the most successful recruiters scored significantly higher in the emotional intelligence competencies of Assertiveness, Empathy, Happiness, and Emotional Self Awareness. The Air Force also found that by using emotional intelligence to select recruiters, they increased their ability to predict successful recruiters by nearly three-fold. The immediate gain was a saving of $3 million annually. These gains resulted in the Government Accounting Office submitting a report to Congress, which led to a request that the Secretary of Defense order all branches of the armed forces to adopt this procedure in recruitment and selection. (The GAO report is titled, “Military Recruiting: The Department of Defense Could Improve Its Recruiter Selection and Incentive Systems,” and it was submitted to Congress January 30, 1998. Richard Handley and Reuven Bar-On provided this information.) Source: eiconsortium.org.

  • At L'Oreal, sales agents selected on the basis of certain emotional competencies significantly outsold salespeople selected using the company's old selection procedure. On an annual basis, salespeople selected on the basis of emotional competence sold $91,370 more than other salespeople did, for a net revenue increase of $2,558,360. Salespeople selected on the basis of emotional competence also had 63% fewer turnovers during the first year than those selected in the typical way (Spencer & Spencer, 1993; Spencer, McClelland, & Kelner, 1997). Source: eiconsortium.org.

  • Optimism is another emotional competence that leads to increased productivity. New salesmen at Met Life who scored high on a test of "learned optimism" sold 37 percent more life insurance in their first two years than pessimists (Seligman, Learned Optimism, 1990). Source: eiconsortium.org.

  • Financial advisors at American Express whose managers completed the Emotional Competence training program were compared to an equal number whose managers had not. During the year following training, the advisors of trained managers grew their businesses by 18.1% compared to 16.2% for those whose managers were untrained. Source: eiconsortium.org.

  • The Center for Creative Leadership compared its Benchmarks data with the EQi and found the primary factors in career derailment can be measured by emotional intelligence. The key derailers are:
    • Difficulty in handling change
    • Not working well in a team
    • Poor interpersonal relationships.

Source: Center for Creative Leadership

In a study of 222 college students, Seligman separated the happiest 10% from the most unhappy and found significant differences, the very happy people spent the least time alone and were rated highest on good relationships by themselves and by their friends. Source: Authentic Happiness, Martin Seligman, 2002


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