Being aware of personalities is key in sales
Why do some sales people need territory management training #2
Focussing your effort will bring rewards. You know which are the most lucrative accounts, but you also know which people you prefer to work with. And the two may not be the same. So being a social person you might be drawn to spend too long with less productive accounts, with people who are nicer to deal with.
Then again there are social clients who are very chatty. They are sometimes called the sales persons friend. They will talk and talk, but they will do the same with any sales person who will give them the time of day. Other clients can be very direct and not chat at all. This can be awkward for some sales people, but it just needs a different approach.
Our territory management training helps sales people focus their time by dealing with each personality in a tailored way.
See more at:
http://targetsalestraining.com/sales-courses/territory-management-training