Case Studies

CEO's

“CEO's rarely fail for lack of smarts or vision. Most unsuccessful CEOs stumble because of one simple, fatal shortcoming… The failure is one of emotional strength.”
- Fortune Magazine June 1999

Top Management

"When comparing star performers with average ones in senior leadership positions nearly 90% of differences in profiles was attributable to emotional intelligence factors rather than cognitive abilities" - (D. Goleman, Harvard Business Review, Nov-Dec, 1998)

Attracting Talent

The US Air Force found that by using emotional intelligence to select recruiters, they increased their ability to predict successful recruiters by nearly three-fold. The immediate gain was a saving of $3 million annually.

- Report submitted to US Congress January 30, 1998. Richard Handley and Reuven Bar-On

Direct Sales

A study at Metlife insurance found that Optimists sold 29% more than pessimists in the first year
Optimists sold 130% more in their second year. - Seligman 1995

Sales Success

A study of 1,000 sales personnel from a large U.S. Based international company demonstrated that the characteristics most predictive of sales success were assertiveness, empathy, happiness, emotional self-awareness and problem-solving skills.
Nothing else, including gender, education, geographical area, age or hours worked came close to predicting success as did these emotional competencies. - MHS

Restructuring

A European airline used star profiling to add insight into the restructuring process, and enabled managers to identify the top people in the organization. They avoided getting rid of their best talent due to internal politics. - Kandidata Sweden

Recruitment

A study found that the chances of finding the right candidate for a job were incensed substantially when using objective job related tests vs using no tests at all. - Kandidata Sweden