![]() They're skilled promoters, if a bit intense, who easily take charge of social situations. Because they're outcome-oriented and easily able to see the "big picture," ENTJs are great for organizations with long sales cycles and structured sales processes. ENTJ (The Visionary)ĮNTJs are talkative, high-achievers who love to explore new ideas. With this in mind, ESTPs function best as closers. They're also truth-seekers, and they are not uncomfortable with getting pushy to make a sale as long as it makes logical sense for the prospect. However, ESTPs are observant and pick up on things others might easily miss. Because ESTPs think logically, they may have a difficult time capitalizing on the whims and handling the objections of prospects who are emotional buyers. ESTP (The Explorer)ĮSTPs are personable, practical, and detail-oriented. All of these factors combined make ESFJs successful in sales roles. In addition, due to the combination of their personality traits, you'll find that ESFJs are motivated to help people (an excellent trait in sales) and adept at communicating and building rapport. This helps them maintain the same amount of passion for the work regardless of its ups and downs. Due to their Extraversion score, they are energized when working with people. But how do you know which types will thrive in sales?ĮSFJs are compassionate, enthusiastic, and friendly. Identifying salespeople's Myers-Briggs personality types is a great place to start when attempting to understand motivational factors. This type can then be used to understand the individual's motivational factors. Those preferences are:Īdministering the Myers-Briggs test allows you to discover your employee's preferences, and it assigns each of them a four-letter "type" that encompasses their personality. One of the best ways to approach personality in a concrete way is by using a personality framework such as MBTI (Myers-Briggs Type Indicator).Īs a reminder, the Myers-Briggs Type Indicator® identifies 16 personality types that emerge from your preferences. ![]() And understanding your team's personalities (as well as those of potential hires) can help you motivate, develop, train, and collaborate with individual contributors more effectively. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. ![]()
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