O papel da inteligência emocional no desempenho de profissionais de vendas

Abstract

The present study aimed to analyze the perceptions of sales professionals regarding the impact of emotional intelligence (EI) on their performance. The theoretical framework addresses the role of EI in enhancing the performance of salespeople. The study sought to determine whether there is a relationship between EI and the performance of sales professionals, focusing on their perceptions of how emotional skills influence the results they achieve. The methodology included a literature review and field research, involving a non-probabilistic sample of thirty salespeople selected based on convenience and accessibility. Participants completed a structured questionnaire, and the collected data were analyzed to identify tangible effects of the practical application of EI. The analysis aimed to uncover patterns and correlations that contribute to a deeper understanding of how emotions influence the effectiveness and success of sales professionals. The findings revealed a clear correlation between EI and sales performance. Self-awareness and the ability to recognize emotions emerged as notable strengths in most participants' responses, indicating a strong foundation for developing EI. However, the ability to manage emotions effectively and apply them constructively in the workplace was identified as an area requiring improvement. The study concluded that managers must pay close attention to the emotional needs of their teams and provide continuous support for personal and professional development. EI is not only a competitive advantage but also a powerful tool for fostering a healthy and productive work environment.