Salespeople are Different….Manage to their Personalities!

Posted by Pierre de la Fortune on March 15, 2015 @ 12:07 a.m.

Written by Brian Zimmerman

Whether they can sell a ketchup Popsicle to a woman in a white dress or ice to an Eskimo, great salespeople are often defined by their ability to sell anything to anyone. But managing salespeople, even those that often exceed expectations, can be challenging. Even the best managers have performance reviews and team meetings that feel more like trying to diffuse a hostile client who’s upset about her white dress being covered in ketchup than a motivational moment. Applying a basic understanding of the four common prospect personalities to your sales team can help managers turn ineffective meetings and laborious coaching sessions into productive, positive experiences.

Personality Pie If personality were a pie, it could be divided into four slices. Salespeople are often trained to see prospects as fitting into one of four common personality types: analyzers, empathizers, expressers and commanders. Much time and effort goes into learning how to identify which type a prospect is and then manipulating a sales pitch so that the prospect turns into a client. In the midst of all the training, it’s easy for sales managers to overlook the value of applying those personality styles to their team members. Figuring out which personality types make up a sales team helps managers to maximize their teams’ potential and leads to greater team productivity.

Managing Analyzers Salespeople with an analytical personality are intentional, accurate, orderly and detailed in the way they approach their daily work. Sales managers can better understand and relate to analyzers on their teams by presenting goals and coaching information to analyzers in a logical, practical manner. Help analyzers identify areas where they might be spending too much time and energy so they can shift their focus to achieving the most important team and individual goals.

Managing Empathizers Empathizers are sensitive to the feelings of others. As salespeople, this helps them relate to clients and prospects extremely well. Although they are naturally trusting individuals, they can also be resistant to change. Help empathetic salespeople by putting in the time necessary to gain their trust. Be sensitive to their feelings and encourage them to take the risks necessary for greater reward.

Managing Expressers Expressers are visionaries. Salespeople with this personality focus on the big picture and are excellent motivators for their sales teams. Managers should can utilize expressers’ natural tendency to think outside the box to brainstorm effective ways to improve their performance. Walk through a few big results with expressers and break down the actions, step by step, that were required for successful fulfillment of those goals. Seeing how details turn into dreams helps expressers pay more attention on the present while still keeping an eye on the future.

Managing Commanders Salespeople with a commanding personality are self-confident and task-oriented. They know what they want and what they need to accomplish to get it. They excel at making quick decisions and are highly productive. Managers should talk directly to commanders in an organized, efficient manner. Help commanders by not letting them focus so much on getting things done in the present that they forget about the future. Remember that all four personality styles succeed in sales and that every salesperson has a dominant, as well as a secondary personality style. Like the prospects they sell to, salespeople are a blend of personality types. Managers should discern the personalities of the salespeople they manage and approach each member as an individual, harnessing their personalities for greater production and success. For more info please visit: http://blog.openviewpartners.com/salespeople-are-different-manage-to-their-personalities/

Is this article helpful?

Comments

I did not like the video, please remove it

Salespeople are different….Manage to their personalities article was good. Thanks for sharing with the MoneyBlitz Community!!! -Daniella

Love her

Damn! Short video

Brittany

This is a comment to the webmaster. Your -- website is missing out on at least 300 visitors per day. I have found a company which offers to dramatically increase your traffic to your site: http://s.qwerty.hk/d They offer 500 free visitors during their fre

friv

Howdy, i read your blog occasionally and i own a similar one and i was just wondering if you get a lot of spam remarks? If so how do you reduce it, any plugin or anything you can suggest? I get so much lately it's driving me mad so any assistance is very

Becoming environmentally friendly 1 Sit down elsew

Hello! I've been reading your weblog for some time now and finally got the bravery to go ahead and give you a shout out from Austin Texas! Just wanted to say keep up the fantastic job! my homepage ... http:

Catherine

Hi, my name is Catherine and I am the sales manager at StarSEO Marketing. I was just looking at your -- site and see that your website has the potential to get a lot of visitors. I just want to tell you, In case you don't already know... There is a websit

adidas-f50-adizero-outlet

The North Face Jackets are usually associated with inflated price tags. However, The North Face is not actually expensive compared to many of its competitors, unlike offical site, cheap north face can be find everywhere. Sure, several popular jackets inde

adidas-f50-adizero-outlet

The North Face store online is one stop store for the whole family. They have excellent employees that will help you and take you as you look around for the top great quality winter year overcoats, shoes, and various use that you can use to heated your bo

adizero-f50-crazylight

The North Face store online is one stop store for the whole family. They have excellent employees that will help you and take you as you look around for the top great quality winter year overcoats, shoes, and various use that you can use to heated your bo

adidas-f50-adizero-outlet

Top quality North Face Sale Online in Canada, Discount North Face Jackets Hot Sale Free Shipping! If you are looking for the top-quality or ideal position to store for all your outside needs, you need to discover a position where there are excellent vari

seo plugin

http://www.SEORankingLinks.com/seo plugin seo plugin http://www.SeoOptimizedRankings.com/

Catherine

Hi, my name is Catherine and I am the marketing manager at StarSEO Marketing. I was just looking at your -- site and see that your site has the potential to get a lot of visitors. I just want to tell you, In case you don't already know... There is a websi

direct accident

Oh my goodness! Amazing article dude! Thank you, However I am having difficulties with your RSS. I don’t understand why I can't subscribe to it. Is there anybody getting identical RSS problems? Anybody who knows the answer will you kindly respond? Thanx

Olivie

Hi my name is Olivie and I just wanted to drop you a quick note here instead of calling you. I came to your -- page and noticed you could have a lot more traffic. I have found that the key to running a popular website is making sure the visitors you are g

Olivie

Hi my name is Olivie and I just wanted to drop you a quick note here instead of calling you. I came to your -- page and noticed you could have a lot more hits. I have found that the key to running a popular website is making sure the visitors you are gett

Jacqueline

Hi my name is Jacqueline and I just wanted to drop you a quick note here instead of calling you. I came to your -- page and noticed you could have a lot more visitors. I have found that the key to running a successful website is making sure the visitors y

deals on shoes

Wonderful web site. A lot of useful info here. I¡¦m sending it to several buddies ans additionally sharing in delicious. And naturally, thank you for your effort! http://www.camaraolinda.pe.gov.br/p.php?as5gdpv15c http://www.pianetaazzurro.it/p.php?as

hogan shoes gr

You really make it appear really easy with your presentation however I to find this matter to be really one thing that I think I would by no means understand. It seems too complex and very wide for me. I'm taking a look forward for your subsequent publish

hogan junior 34 scontate

You really make it seem so easy together with your presentation however I in finding this matter to be actually one thing that I feel I might by no means understand. It seems too complicated and very large for me. I'm taking a look ahead in your next put

asics kayano laces

You really make it appear so easy together with your presentation however I in finding this topic to be actually something that I feel I would never understand. It kind of feels too complex and extremely broad for me. I'm looking ahead on your subsequent

hogan a prezzi bassi

You actually make it appear really easy along with your presentation but I in finding this topic to be actually something that I think I might never understand. It seems too complex and very vast for me. I am taking a look forward in your next submit, I¡

asics zwarte jas

You really make it seem so easy with your presentation but I to find this topic to be really one thing that I think I might by no means understand. It kind of feels too complex and very large for me. I am having a look forward for your next submit, I¡¦l

true religion mens geno relaxed slim fit jean in r

Thanks for the share! true religion mens geno relaxed slim fit jean in rolling water http://truereligion.x-outlet.com/true-religion-mens-geno-relaxed-slim-fit-jean-in-rolling-water/

true religion mens ricky super straight leg jean i

You know I love your blog!!! true religion mens ricky super straight leg jean in meddrifter http://truereligion.x-outlet.com/true-religion-mens-ricky-super-straight-leg-jean-in-meddrifter/

true religion women s joey cut off om short

I will immediately seize your rss as I can not to find your e-mail subscription link or e-newsletter service. Do you have any? Kindly let me realize so that I may subscribe. Thanks. true religion women s joey cut off om short http://truereligion.x-outlet

true religion mens crew neck graphic skull tee

This is really nice to know. I hope it will be successful in the future. Good job on this and keep up the good work. true religion mens crew neck graphic skull tee http://truereligion.x-outlet.com/true-religion-mens-crew-neck-graphic-skull-tee/

Badminton Online Free Bets

http://www.errru.comNBA best free bet code [url=http://www.badmintonbet.com/]Badminton Online Free Bets[/url]

basics

Now, there are different factors involved in this process, which determines the friendliness of a website. Let's take a look at some important points that will help you distinguish amateur from experts. A good SEO agency will have someone who is fluent in

great post to read

There are many well known and respected SEO agencies across the industry. There are many SEO companies that offer SEO packages after analyzing the needs and requirements of the clients. Search engines take time to consider your page quality and all the ot

click the up coming web site

Web traffic is very important for the popularity of your website. This can be done in a number of ways including regular press releases and blog posts. You might have tried some of these but not been able to find what you were looking or found that the re

Nauczyciela. zmykac Przestancie.

Acai Berry - Exactly Why Is Acai Berry Supplement Great For You? Is the item certified decrease? There are many copycat companies now that are creating products that are low in quality and don't use essentially the most beneficial process of extracting

Write something about this article:



Money Blitz Word of the Day

Cold calling is still the most common method salespeople use to get in touch with new potential customers.

Money Blitz Quote of the Day

The three great essentials to achieving anything worthwhile are; first, hard work, second, stick-to-it-iveness, and third, common sense. -Thomas Edison

WatchList Quote

Major Index WatchList

EUR & USD Interactive Chart