What Type of Salesperson Are You?

What Type of Salesperson Are You?

According to Harvard Business Review there are 8 types of salespersons, but only three of those types are consistently successful.

As part of a study, twenty three sales skills were tested during hundreds of live sales meetings, and it turns out only seven of those skills actually contributed to success:

  1. Preparedness
  2. Interactions with customers
  3. Company presentation
  4. Presentation and rapport
  5. The sales pitch
  6. Storytelling
  7. Rising to the challenge


About 9% of the sales people studied were so skilled in all seven aspects they were labeled experts.


About 13% had a smooth talking style that led to a lot of deal closing. They were labeled closers. The problem with closers was customers often felt off-put by their in your face style.


The next 15 % had good listening and problem solving skills, but were unable to achieve consistent sales. They were labeled consultants.

The other 63% of the salespeople in the study were far less effective.


Customer focused and loved to talk about case studies. The problem with the storytelling approach is, too much talk. Storyteller tendencies can be balanced out by having a structured meeting agenda.


So intent on passing on the nitty gritty details of the product or service, focusers lose track of the people skills necessary to understand customer needs. These people need to focus a little less on the product and a little more on their listening skills to better tailor their pitch.


Fabulous at memorizing their scripts and every detail they need to know but narrators get into trouble when they have to veer off into unscripted territory, like questions. Narrators should do a lot of role playing to improve their improvisation skills.


Salespeople who zero in on the prices. Aggressors tend to come across as overly combative. It’s important for aggressors to realize how they’re being perceived by customers to avoid alienating them.


More successful at cocktail parties, than sales because socializers end up making more friends than closing deals. They need to practice moving from small talk into sales talk.

If a salesperson can identify what category they fall into, they’ll be able to focus on their strengths and work on their weaknesses. The best thing they can do is track down an expert and see if they can arrange for some mentoring!


Becoming A Strong Manager

Becoming A Strong Manager

You’ve worked hard to get yourself into a management position, but there was no ‘how to’ manual along the way to teach you how to be a strong leader. Here are a few tips to help you find the balance between being liked and being respected,  and being inspiring and being overbearing as a manager.


Neither overly friendly nor too far removed

You should be approachable enough that people feel they can come to you with problems or ideas for ways to improve business – including criticism, which you should be prepared to take in stride, but at the same time you aren’t everyone’s best friend. You need to maintain a level of authority.  The best way to do that is to demonstrate what you’re looking for in others by how you conduct yourself. The attitude in the office starts from the top down. Be the positive influence others will want to emulate. Create a strong work ethic by demonstrating a strong work ethic.


Take ownership for problems

If you’ve made a mistake or things don’t work out as planned, don’t try hiding behind excuses. Take ownership for problems – whatever they are and take visible, quantifiable steps for rectifying the problem. A manager gains the respect of people around them not by being infallible, but by being honest and trustworthy.



Not only is it impossible to do everything yourself, but by trying to do too much, you’re taking the opportunity to do things away from others. People love to feel needed and appreciated. Ask people for their help. Teach them how to do what needs doing, then give them responsibility to do it.


Keep people motivated

If people are motivated they look forward to coming in to work. They give more of themselves to their job. Create friendly competitions by giving people the chance to compete against co-workers or to compete against themselves (beat their own personal best). Prizes don’t have to be huge (although they can be), a box of donuts, the opportunity to wear the company hat might be all it takes to add some Adrenalin into the office coffee pot.


Have raffles, give away free stuff, provide free snacks in the lunchroom. Let people know how much they’re appreciated.


Critical conversations

When someone isn’t doing a good job or is not doing their job they way it needs to be done, a strong manager will address the situation immediately. Things don’t work themselves out. The longer you delay the conversation the worse it will be for everyone involved.



What Expectations Do You Have For Yourself?

What Expectations Do You Have For Yourself?

Stevie Wonder is considered one of the greatest musicians and pop stars of his generation.


Blind from birth, Stevie signed with Mowtown at eleven years old and went on to record and perform for the next fifty years.


With 25 Grammy awards, and over a hundred million records sold worldwide, Stevie is one of the top 60 best-selling music artists of all time.


And Stevie’s accomplishments don’t stop there. Wonder is all about doing what he can to make the world a better place. To that end, he works toward political causes he believes in. Like his campaign in the 80s to make Martin Luther King Jr’s birthday a holiday in the United States. In honor of all his accomplishments, in 2009 United Nations named Stevie Wonder a Messenger of Peace.


Defying Expectations

Born blind in 1950, Stevie Wonder’s parents probably hoped their son would one day lead an independent life. Even with his obvious early talents, it’s hard to imagine a kid who started out performing on street corners with his friend would one day turn into a force of nature called Wonder.

But Stevie had drive. By eleven he was writing his own compositions and getting them heard by other musicians. From there the whole world took notice.


Society had expectations for Stevie Wonder. Stevie Wonder’s expectations for himself were in an altogether different stadium.


Very few of us are musical prodigies – or prodigies of any sort for that matter, but every single one of us has the ability to create expectations for ourselves.  To believe in what we can accomplish and do our utmost to completely change what can be expected of us!

Three Great Budgeting Apps

Having money is great. It’s the whole reason we bother getting jobs. But often we end up wasting money on frivolous spur of the moment purchases rather than accumulating enough for the things we actually want. That’s where budgeting comes in. Here are three top budgeting apps to help you make the most of your hard earned dollars.

A Networking System For Introverts

a network system for introverts

Most industries are more reliant on network connections than you probably realize. It’s not what you know, it’s who you know. If there’s an opening somewhere, of course everyone wants to bring in someone they know and like rather than a stranger. This is where networking comes in.

Taking advantage of  your network is great if you know people, but the issue is getting to know people. If you don’t have some other kind of connection to them, this often comes down to pure and simple schmoozing at events and hoping they remember you later.

Just because we know how important networking is for our careers, it doesn’t mean we are all prepared to enter networking situations with a big smile and a ready handshake. Networking is one of those things that either comes naturally to you and can even be considered pleasant, or feels so unnatural it’s about as pleasant as getting stuck in a snowstorm without a coat. Here’s a system for people for who prefer the word never to networking

If you’re introverted, it can be hard to even will yourself out to those network-y events, let alone actually make any valuable connections.

A system for introverts

Here’s a system for the introverted among you to try out. Go to every event you are invited to even if you don’t want to. That’s step one. Once you’re there, make a point of talking to three people you wouldn’t normally see.

Just approach them, no matter how painful it may be, say “Hello, I’m so-and-so,” and carry on a conversation for as long as you can stand.

When you want to leave, just say you’re going to get a drink or you see a friend or something. Then onto the next one.


A system of threes

Do it three times and you are free.

Don’t get discouraged if it’s hard or scary or nothing comes of it right away. You’re not promising to do anything beyond saying hello and your name and possibly a couple of things about yourself. You might find yourself feeling comfortable with the person you’re talking to and without realizing it, actually find yourself in a full on conversation.


Each person you speak to, makes speaking to the next one a tiny bit easier. If you’re nice and make a good impression, eventually someone will remember you, or one of your conversations will be enlightening in a way you wouldn’t have come up with on your own. There are many possible outcomes. Short of spilling your drink on yourself, they’re all good.

It’s unfortunate that networking has to be like pulling teeth for some people, but it still has to be done! Hopefully having a system helps!

What Is Your Body Language Saying To You?

What Is Your Body Language Saying About You?


We’ve all heard about how important it is to pay attention to what our body language, or non-verbal communications are saying to others. What we forget to take into account is what our non-verbal communications are saying to ourselves. Body language isn’t simply a form of communication; it can also affect our thoughts, our feelings, and our physiology.


Your body, yourself

You may not realize it, but your body language can influence your feelings of power and dominance. For example, when people stretch out and take up space, like leaning back with their legs outstretched and their hands behind their heads, it creates a feeling of dominance. Raising their arms up into the air like runners do when they finish a race, creates a feeling of power.


Conversely, when people feel powerless they make themselves smaller. They wrap their arms around themselves, cross their ankles, or hunch over.


It’s been established that how you carry yourself or hold yourself in any given moment has a direct correlation with how you feel, and assuming powerful, confident postures can make you feel more powerful.


How powerful people are physiologically different

Powerful people are generally more confident, more prone to see the bright side even in negative situations, and they’re more apt to take risks. Physiologically they’re different too. Powerful people have higher levels of testosterone – the dominance hormone, and coritsol –the hormone that gives you the ability to mitigate stress. So the questions are, can your body postures affect your hormones? If so, does it take years of practice?


The answer to the first question is, yes, your body posture can affect your hormones. And no, it doesn’t take years of practice to see results. You can actually see results by adopting power poses for a couple of minutes a day.


Increase your power through power poses

A power pose like standing with your legs about a hip width apart and your hands on your hips, or sitting with your legs extended in front of you while leaning back with your hands behind your neck can increase your levels of testosterone and coritsol.


You can use power poses to recharge your power levels during the day, or before a job interview, before giving a speech, before a sales call, or before an important meeting,


Even if it feels like holding power poses is faking power, do it anyway, because while you’re faking it you’re also forging a path for yourself to make it.


As Amy Cuddy says in the amazing Ted Talk, Your Body Language Shapes Who You Are,  “Don’t fake it till you make it, fake it till you become it.”

Working Together For Success

Working Together For Success


Your relationship with your coworkers is just like any other relationship, takes work, commitment and determination. Just like family, you can’t always choose your coworkers. Some of them might drive you a little crazy, but if you want to succeed you’ll have to figure out how to work with one another. According to Henry Ford, success comes after you have come together, kept together and found a way to work together.

Coming Together

You’ve probably heard of the “honeymoon period” for people in relationships. Everything is great and awesome and everyone likes each other. The same thing happens when someone new is hired, or you start a new job. Things are looking great and you’re getting along with your new coworkers just fine. This is just the beginning. Coming together is arguably the easiest part.

Keeping Together

Once that honeymoon period is over, it’ll be harder to keep things running smoothly. Little things your coworkers do that you didn’t notice before will start to wear on your nerves. You might find misunderstandings happen more frequently and that your work suffers as a result. Keeping together means working through these issues and finding resolutions. That’s progress.

Working Together

Once you’ve found ways to understand one another and support one another then you can start to work together. Working together comes as everyone starts to focus on the common goal of the business. As Henry Ford points out, it’s not an easy stage to get to in a relationship, be it with your coworkers or otherwise. But once you’re there, you’ll find success.

To Your Own Self Be True

To Your Own Self Be True


If you’re trying to figure out what you want to do with your life, you’d be best to figure out what makes you tick first. Knowing your personality is a great way to find jobs and industries that will suit you best. But how do you dissect your personality?


Personality Tests

There are a number of different systems and ways to look at your personality; one of the most common is called Myers-Briggs. Myers-Briggs is a personality test that many companies use to determine the personality of their employees. It measures your preference in different categories, like whether you’re introverted or extroverted. There are a number of places you can take the test, including 16 Personalities which has a free version.


Myers-Briggs assigns you four different letters for your personality. Once you have the four letters of your personality, you’ll be able to look online and see what a variety of sources say about your personality and what role that will play in your career choice. For instance: some people are best when working with rational things and making non-emotional decisions, so things that involve math and numbers may be suited for them. Other people thrive on working in busy workplaces with lots of people, so they might look for work where they constantly interact with others.


Business Insider has a great breakdown of the 16 separate personality types and what jobs might be best suited for each. If you’re introverted, chances are you don’t want a job where you have to be in the midst of crowds all day.


Personality guidelines

To be clear, these personality tests and their suggestions aren’t guarantees. They offer interesting guidelines and ideas for what the right job for you could be. In the end, you should aim to work at something that makes you happy and that fulfills you no matter what. Personality tests simply offer a possibility of narrowing down that search.


One thing remains true, to find a job you like, you have to have an understanding of yourself first.