Last time we explored why salespeople behave differently at work. Now let's develop your ability to actually read these personality differences in your sales team members.
Think of this as becoming a sales detective - noticing patterns and cues that reveal how people naturally approach prospects and close deals.
Engagement Message
What subtle sales behavior will you watch for today?
Here's the key: focus on what salespeople DO, not what you think they ARE. Observable sales behaviors tell the real story.
For example, notice how someone approaches prospect follow-up. Do they schedule systematic touchpoints or rely on intuitive timing?
Engagement Message
Can you think of a salesperson whose follow-up style you've noticed?
Let's start with conscientiousness - how organized and process-oriented a salesperson naturally is. This shows up clearly in sales behaviors.
High conscientiousness: detailed CRM entries, systematic lead qualification, follows sales methodology religiously, rarely misses follow-ups.
Engagement Message
Does this describe anyone on your sales team?
Low conscientiousness isn't bad - it often means adaptability and intuitive selling. These salespeople excel when deals require creative solutions.
Watch for: flexible call schedules, improvised presentations, comfortable with unstructured prospects, focuses on relationship over process.
Engagement Message
Which style sounds more challenging to coach?
Another observable trait is openness to experience. This shows up in how salespeople respond to new techniques, market changes, or unfamiliar prospect types.
High openness: asks "what if we tried" questions, volunteers for new territories, brings creative objection handling, enjoys learning new products.
Engagement Message
Who on your team seems most excited by new sales challenges?
