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ATD Blog

The Power of Motivational Intelligence (MQ) in Sales Management

Monday, November 6, 2023

Leadership is a dynamic skill that requires game-changing competencies like motivational intelligence (MQ). Far more complex than simply setting targets and pushing deadlines, leadership is about understanding what drives individuals to excel and how to inspire them.

Unlike conventional approaches that focus solely on individual motivation, MQ digs into interpersonal dynamics. It helps us explore the impact of how we think of ourselves and those we lead. Drawing inspiration from Albert Bandura’s social learning theory, MQ recognizes that actions speak louder than words. Sales management leadership is not about what we say but how we think and how we model motivated behavior.

What does MQ look like in action? Here are a few ways to implement MQ in your organizational culture:

Lead by example

Sales managers’ thoughts and behaviors become blueprints for their teams. Want a culture of continuous learning, adaptability, and a positive mindset? Sales managers should demonstrate those skills in the workplace every day. The organization must become the catalyst for a motivated workforce. Sales managers contribute not only to their team’s success but to the overall success and productivity of the entire business.


Navigate challenges with resilience

Change and its associated challenges are inevitable. MQ equips your leaders with the resilience needed to navigate turbulent times. Instead of succumbing to stress and negativity, leaders with high MQ bounce back, demonstrating an unwavering belief in their ability to overcome adversity. This resilience becomes a component of the team’s blueprint to help them weather any storm.


Create a motivational ecosystem

The real power of MQ lies in its ability to transform your workplace culture. It’s not just a skill added to a matrix or your talent ecosystem; it’s a mindset that seeps into every interaction, decision, and initiative. When sales managers can prioritize not just the “what” but the “how” of motivation, they lay a foundation for a motivational ecosystem where everyone contributes to and benefits from the unified drive toward success.

The traditional approach to making sales managers into stronger leaders must evolve. MQ is a mindset that transforms sales managers into inspirational leaders who are capable of leading their teams in unprecedented times. It will be the beacon your sales managers never knew they needed.

About the Author

Amber Watts is the sales training manager at InfoGroup. After 10 years in sales, she employs what she learned along the way to develop sales professionals with consultative skills and business savvy. Prior to InfoGroup, Amber built an extensive, award-winning training curriculum at a start-up HR software company, experiencing firsthand how sales teams learn best.

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