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Have You Got Business "Street Smarts"?

If you're going to be successful at business (in general) and sales (in particular), you need the "street smarts" to deal effectively with other people, their feelings, and (most importantly) your own feelings. One way to measure "street smarts" is something called "Emotional Quotient" (aka EQ). Here's a quick test to assess your EQ. Find out if you've got what it takes to be a sales superstar!


INSTRUCTIONS: Rate yourself on the following character traits:

  1. Assertiveness: I express my feelings, beliefs, and thoughts openly.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  2. Emotional Self-Awareness: I recognize what I'm feeling and why.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  3. Empathy: I am aware of, understand, and appreciate others' feelings.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  4. Problem Solving: I identify problems and generate effective solutions.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  5. Happiness: I enjoy myself and others and feel satisfied with my life.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  6. Self-Regard: I can realistically appreciate my strengths and limitations.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  7. Self-actualization: I follow pursuits that develop my talents.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  8. Independence: I am self-directed in my thinking and actions.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  9. Social Responsibility: I am a contributing member of my social group.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  10. Interpersonal Relationships: I maintain emotional closeness with others.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  11. Reality Testing: I differentiate between emotions and objective reality.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  12. Flexibility: I adjust my emotions and behavior to changing situations.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  13. Optimism: I maintain a positive attitude, even in the face of adversity.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  14. Stress Tolerance: I withstand adverse events and emotional situations.
    (1=usually true; 2=sometimes true; 3=seldom true.)
  15. Impulse Control: I can resist the temptation to act in haste.
    (1=usually true; 2=sometimes true; 3=seldom true.)
SCORING: Total your responses and match the total to the category below:
  • 36-45: Uh oh. Either you didn't read the instructions correctly or your EQ is strictly from the Neanderthal age. Might I suggest a career change? Maybe something in electrical engineering?
  • 28-35: Average. Most people fall into this range but, then, most people don't have what it takes to be successful in sales. You might want to spend some time focusing on your emotional health.
  • 21 to 27: Congratulations. You've got an EQ that's perfect for success at sales. You nearly always manage to find the "sweet spot" of customer relationships and understand exactly how to manage your emotions to get the most out of every situation.
  • 15 to 20: Who ya kidding? If you scored yourself this high, you're either deluded about your own self-awareness or you're the world's next business guru.
READERS: How did you score?


The above is very loosely based upon an interview with Rob Scher, president of the Scher Group, a sales performance improvement company.