Now that you can spot personality patterns in your sales team, let's get practical. The real power comes from adapting your sales management approach to match what each seller needs.
This isn't about changing who you are - it's about flexing your style to help your sellers close more deals.
Engagement Message
Ready to become a more adaptable sales manager?
Let's start with Conscientiousness. High-conscientiousness sellers thrive with clear quotas, detailed call scripts, and structured sales processes.
Low-conscientiousness sellers need more flexibility, broader targets, and room for creative selling approaches.
Engagement Message
How might you coach the same prospect strategy differently to each type?
For sales feedback, high-conscientiousness people want specific, actionable steps. "Your discovery calls need better qualifying questions" works well.
Low-conscientiousness people respond better to big-picture feedback. "Let's think about the overall relationship we're building" engages them more.
Engagement Message
Which style matches your natural coaching approach?
Extraversion requires different sales strategies. High-extraversion sellers process by talking - they need opportunities to think out loud during prospect calls.
Low-extraversion sellers need prep time. Send call objectives ahead, pause for input during role-plays, follow up one-on-one after client meetings.
Engagement Message
How could you adjust your next sales meeting with this in mind?
When assigning accounts, consider energy sources. Extraverted sellers excel at networking events, cold calling, and group presentations.
Introverted sellers shine with email campaigns, detailed proposals, and one-on-one relationship building.
Engagement Message
What's one territory reassignment you could make to better match natural strengths?
