Emotions: being a sales team leader

One of the sales team leaders I am coaching remarked that she always tries to keep emotions out of the equation when working with her sales team: just focusing on data and facts. It is interesting that we have tons of books, webinars, programs, etc on emotional intelligence beginning with Goldman's book in 1995; yet the leaders and managers I am coaching are uncomfortable consciously integrating emotions into the workplace. Maybe that is why they need coaching!