While the role of emotional intelligence has been intensively studied in various fields of management and organisational psychology, our understanding of its role in the sales context is somewhat limited. In this study, we explore linkages among emotional intelligence, salespersons% relational behavior, and salesperson performance. Drawing on the behavior-oriented framework of salesperson performance, we posit that emotional intelligence affects salesperson performance through salesperson relational behavior. Using survey data from salespersons in various industrial sectors and structural equation modelling, we find that the entire positive influence of emotional intelligence on salesperson performance is channelled through adaptive selling and customer-oriented behavior. The contributions of the present study are discussed from theoretical and practical points of view.