You've mapped your sales team's motivators, but there's still a missing piece. Have you ever given what you thought was clear sales direction, only to see inconsistent results?
The problem isn't your guidance - it's that sellers approach sales differently.
Engagement Message
What's a recent sales strategy that seemed to work for some reps but not others?
Here's the reality: people have different selling styles. What feels natural and effective to you might feel uncomfortable or ineffective to someone else.
Your natural approach worked to get you promoted, but sales management requires adapting to how others prefer to sell.
Engagement Message
Think about it - do all your sales reps approach prospects the same way you do?
There are four primary selling styles that most salespeople lean toward. Think of them as different approaches for building relationships and closing deals.
Analytical, Driver, Amiable, and Expressive. Each style has unique preferences for how they research, present, and close sales.
Engagement Message
Which style name immediately resonates with how you prefer to sell?
Analytical sellers love research, preparation, and methodical processes. They want comprehensive product knowledge and detailed customer insights before making calls.
They ask "What are all the technical specifications?" and prefer thorough discovery calls over quick pitches.
Engagement Message
Can you think of a rep who always over-prepares for every sales call?
Driver sellers are results-focused and direct. They want to get straight to decision-makers and prefer short sales cycles with clear next steps.
They ask "What will it take to close this deal?" and prefer direct conversations over relationship-building small talk.
Engagement Message
Who on your team gets impatient with long nurturing cycles?
