The Relationship Between Emotional Intelligence and Successful Sales Performance in the Puerto Rico Market

Developing and achieving sales success demands significant emotional strength to manage interpersonal exchanges and job requirements. Emotional intelligence positively affects the level of performance in the workplace. This study was designed to examine whether a relationship exists between emotional intelligence (EI) and sales professionals’ performance. Conducted in Puerto Rico, which has a similar economic and market structure to the United States, the study used a Hispanic and Latin American cultural background that provided a diverse environment for research. Data analysis indicated that EI had a statistically significant relationship to successful sales performance; the correlation between the variables was moderate and not as strong as proposed in existing literature. The study included moderating variables of age, gender, and experience that did not yield significant variation to the original result. EI is not a determining factor, but EI significantly relates to sales success in Puerto Rico.