Time to become a sales team detective! You've learned your style, DISC types, and cognitive biases. Now comes the crucial skill: accurately observing your sales reps and clients before adapting your approach.

Most sales managers make quick assumptions about performance and get it wrong. We're going to change that pattern.

Engagement Message

Have you ever completely misread a salesperson's motivation or a client's buying style?

Here's the challenge: your brain wants to categorize people instantly. You see a rep struggling with calls and think "lacks confidence" or a client asking detailed questions and assume "not ready to buy."

But quick judgments often miss the full picture. That struggling rep might be a D-type facing rejection, not lacking confidence.

Engagement Message

Which team member did you once categorize incorrectly?

Systematic observation means gathering multiple data points before drawing conclusions. Instead of one sales call = one judgment, you look for patterns across different client interactions and situations.

Think like a detective collecting evidence, not a judge making instant verdicts about performance.

Engagement Message

What's the difference between observing "asks clients many questions" vs. assuming "lacks product confidence"?

Let's start with DISC behavioral cues in sales. D-types typically make direct pitches, push for quick closes, and focus on bottom-line results. But stressed D-types might become unusually aggressive or impatient with prospects.

Context matters! A D-type facing a complex sale might ask more discovery questions than usual.

Engagement Message

Think of someone on your team - what specific sales behaviors do you observe in them?

I-types usually build rapport enthusiastically, tell stories during presentations, and connect with clients emotionally. But an overwhelmed I-type might rush through calls or become surprisingly transactional.