Remember how we talked about needing tools to see your blind spots? Well, there's a scientifically-backed framework that helps sales leaders understand their personality patterns.
It's called the OCEAN model, and it's like having a personality GPS for sales leadership.
Engagement Message
Have you ever wished you had a map to understand your sales style better?
OCEAN stands for five core personality traits that shape how you think, feel, and behave in sales situations. These aren't good or bad—they're just different ways people naturally operate with clients and teams.
Think of them as your sales personality's default settings.
Engagement Message
What do you think your sales "default settings" might be?
Let's break down what each letter means:
O - Openness (creativity, new approaches)
C - Conscientiousness (organization, follow-through)
E - Extraversion (energy from client interactions)
A - Agreeableness (relationship building, cooperation)
N - Neuroticism (emotional reactions to pressure)
Engagement Message
Which one sounds most like your sales approach?
Openness is about your appetite for new sales strategies and client solutions. High openness means you love trying innovative approaches and adapting to different buyers. Low openness means you prefer proven sales methods and consistent processes.
Neither is wrong—sales teams need both creative problem-solvers and reliable executors.
Engagement Message
Do you typically experiment with new sales techniques or stick to what works?
Conscientiousness measures your natural drive for organization and goal achievement in sales. High conscientiousness means you're naturally structured with your pipeline and quota-focused. Low means you're more flexible and relationship-driven.
