EQ or IQ, Which will You Prefer in Your Sales Force?

"It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change." - Charles Darwin

Apparent in many aspects of human interaction is the notion of "survival of the fittest."     In business, government, science, and even personal relationships, the competition for that which is scarce drives humans to find an "edge" over their adversaries. A good indicator of success in the past has been the level of one's intelligence. It was assumed that the relationship between one's IQ and one's success would be positively correlated. In other words, "smarter" individuals were bound to triumph over those less intelligent.

However, what about "book smarts vs. street smarts?" Can an individual with an average IQ be more successful than an IQ genius?

Yes, but only if the individual in question has the higher level of emotional intelligence (EQ); IQ will get you through school, but EQ gets you through life.

Short Definitions

IQ - A number that signifies the relative intelligence of a person; the ratio multiplied by 100 of the mental age as reported on a standardized test to the chronological age. IQ is primarily used to measure one's cognitive abilities, such as the ability to learn or understand new situations; how to reason through a given problem/scenario; the ability to apply knowledge to one's current situations. It involves primarily the neo cortex or top portion of the brain.

Over 140 - Genius or almost genius

120 - 140 - Very superior intelligence (Gifted)

110 - 119 - Superior intelligence

90 - 109 - Average or normal intelligence

80 - 89 - Dullness

70 - 79 - Borderline deficiency in intelligence

Under 70 - Feeble-mindedness

EQ - A measure of one's emotional intelligence, as defined by the ability to use both emotional and cognitive thought. Emotional intelligence skills include but are not limited to empathy, intuition, creativity, flexibility, resilience, stress management, leadership, integrity, authenticity, intrapersonal skills and interpersonal skills. It involves the lower and central sections of the brain, called the limbic system. It also primarily involves the amygdala, which has the ability to scan everything that's happening to us moment to moment to see if it is a threat. As defined by Dr. Daniel Goleman, the components of emotional intelligence are "simple, yet powerful enough to effect change." Hence, if Goleman and Darwin are to believed, it is emotionally intelligent individuals who are most able to adapt to dynamic environments and therefore most likely to survive.