Home > Emotional Intelligence in Business > Case Studies > Sales at Amadori
Emotional Intelligence Fuels Top Sales Performers
A multi-year study at Amadori, a leading supplier of McDonald’s in Europe, explored the relationship between EQ and sales performance.
Overview
Situation: Amadori, a leading supplier of McDonald’s in Europe, wanted to understand the relationship between emotional intelligence and sales performance, and identify teachable skills that fueled sales success.
Solution: Performance data for members of Amadori’s sales team were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments, and the results analyzed.
Results: Researchers found a correlation between overall EQ and sales success, and isolated one EQ skill that by itself accounted for over 10% of the variation in sales success.
“In light of these results, it is clear that our ideal agent is a practical and rational operator, a problem solver focused on achievement, and able to choose from several options rapidly and with care and attention.”
Situation
After completing a three-year study of emotional intelligence, engagement and performance, researchers further explored the relationship between EQ and sales performance at Amadori. In particular, the researchers sought to answer 3 questions:
1. Does EQ Influence Sales Performance?
2. What are the Key Emotional Intelligence Competencies and Brain Talents of Top Performers?
3. What Do the Wellbeing Scores of Top Performers Indicate About Sales Success and Burnout?
Solution
Performance data for Amadori’s 350 salespeople throughout Italy – as measured in kilograms sold per client – were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments. Extensive analysis revealed the extent of the relationship between EQ and sales performance, highlighted specific EQ competencies present in the top performers, and revealed alarming signs about the personal cost of the success of the top performers.
Results
The project was highly successful. Researchers gained insight on each of the original questions related to EQ and sales performance.
EQ and Sales
Overall EQ predicted 16% of the variation in sales performance.
%
BURNOUT RISK
The top performers scored significantly lower on the Outcome of Wellbeing than the low performers.
RECOGNIZING PATTERNS
The EQ Skill of Recognizing Patterns alone predicted 10% of the variation in Sales Performance.
%
Products & Services Delivered
EQ Skills
SEI – Six Seconds’ Emotional Intelligence Assessment is a validated psychometric tool for measuring emotional intelligence, used with over 250k people worldwide.
Brain Profiles
Six Seconds’ Brain Profiles distill the power of an advanced emotional intelligence assessment tool into one page for compelling, quick, meaningful insight.
Custom Development
To address the organization’s specific needs using Six Seconds’ methodology, a custom program was developed, tested, and implemented.
Learn More About This Case
See More Cases
Improving Operational Effectiveness at a Global Logistics Company
Leadership development program at Kuehne + Nagel shows how people skills fuel sustainable high performance – even in highly technical roles.
Building Burnout Resilience at UK’s National Health Service
Facing extraordinary pressure with an understaffed and exhausted workforce, leaders at the UK’s National Health Service (NHS) demonstrate significant personal and professional growth from an emotional intelligence coaching program.
Growing a New Generation of Leaders at SunCulture
As an off-grid solar technology company, sustainability is at the heart of SunCulture’s work. Internally, that led to an investment in emotional intelligence training.
Empowering for Life Success: Workforce Training for Individuals Facing Racial or Socio-Economic Barriers Correlated with 24% Increase in Key Life Outcomes
This two-year study demonstrates the impact of Twin Cities R!SE’ signature Personal Empowerment Training, which teaches emotional intelligence for personal and professional success.
Breaking Out of the Box: Building Key Skills for Creative Customer Solutions
A major European insurance group commits to improving client loyalty by unlocking creativity and empathy with emotional intelligence.
Creating a Common Language on Campus: Students, Faculty and Staff Grow Emotional Intelligence with Innovative Curriculum
Can you improve emotional intelligence in higher education? This controlled study explores the impact of a 16-week semester course utilizing a social and emotional learning curriculum (SEL) for undergraduate students, faculty, and staff members at the University of Dubuque.