Previously, we explored the importance of seeing sellers as unique individuals. Now, let's refresh your observation skills using a familiar framework.
You already know the "Big Five" (OCEAN) personality traits. Let's revisit how these show up in everyday sales behaviors.
Engagement Message
Have you noticed consistent patterns in how your sellers approach their prospects and deals?
Remember, OCEAN stands for Openness, Conscientiousness, Extraversion, Agreeableness, and Neuroticism.
Everyone has all five traits, but in different combinations and intensities—like five dials set to different levels for each person.
Engagement Message
Which of these traits do you notice most often in your sales interactions?
Let's revisit Conscientiousness—how organized and detail-oriented someone is.
High: updates CRM religiously, follows up consistently, tracks every lead, rarely misses pipeline reviews.
Low: more flexible with process, focuses on relationships, might miss admin tasks but closes big deals.
Engagement Message
Who on your sales team comes to mind for either end of this spectrum?
Extraversion is about where people get their energy and how they process information.
High: loves client meetings, energized by networking events, thinks out loud during calls.
Low: excels in one-on-one meetings, prefers email follow-ups, needs quiet time between prospects.
Engagement Message
How do you see these energy patterns play out in your sellers' client interactions?
Agreeableness influences how people handle objections and negotiations.
High: builds rapport easily, avoids pushy tactics, seeks win-win solutions.
Low: comfortable with tough negotiations, gives direct pushback, focuses on closing over relationship.
Engagement Message
What behaviors have you observed that reflect these negotiation tendencies?
