Sales Performance: Case Study
After completing a three-year study at Amadori, a leading supplier of McDonald’s in Europe, researchers further explored the relationship between emotional intelligence (EQ) and the performance of the Amadori sales force. Performance data for members of Amadori’s sales department were combined with results from the Six Seconds’ Emotional Intelligence (SEI) and Brain Talent assessments (information on Six Seconds’ EQ models and assessments can be found at www.6seconds.org). Extensive analysis revealed that specific EQ competencies were present in the top performers and were major drivers of performance for the sales force.
We started with a total of 68 people, but filtered only for 2014 results and eliminated any outliers in which
the data distribution did not comply with the reference sample. This generated a final sample of 51 people to analyze. We focused on 2014 to allow us to evaluate more recent performance of the sales people analyzed.
In particular, this study sought to uncover and understand the relationship between the emotional
intelligence of sales people and their performance. The analysis focused on three questions: