I came across an interesting Forbes article, The Unexpected Secret to Being A Great Salesperson, today that was shared by Microsoft Dynamics. The article reviews a relatively recent study that was published in Psychological Science that “debunks the widely-held belief that extroverts make better salespeople than introverts.”

Balance proved to be more beneficial than extremes, and ambiverts, “those who are more or less equal parts extroverted and introverted,” performed the best.

I tend to think that most people fall under the category of “ambivert” and believe part of the success within sales is understanding your client’s personality and preference for approaching business. In my own personal experience, having visited hundreds of manufacturing and distribution companies I tend to subdivide the personality traits into archetypes so I know how better to deal with each individual.

Microsoft Dynamics CRM allows you to capture key information to help you manage the relationship more effectively. Take a look at the personal details on the contact screen in red.

Want to learn more on how Microsoft Dynamics CRM can help your organization, send me an email.

Mike Fontaine

Microsoft Dynamics CRM