using Myers-Briggs

STRENGTHENING THE LEADERSHIP COLLABORATIVE MANAGEMENT AND TEAMWORK CULTURE

Personal Mastery of the Sales Process

The development of personal mastery of the sales process requires an understanding of sales principles and practices rather than following a prescriptive “how to” manual.

Insights from psychological type theory can be a powerful tool to help you at each stage of the sales process to:

1. Communicate more effectively with customers
2. Clarify the customers’ specific needs
3. Provide specific solutions which meet the customers’ needs
4. Close the sale

These are the fundamental steps to mastery of the sales process and to achieving sales targets

Developing an Effective Sales Team

The development of effective sales teams maximizes individual and team performance in meeting sales targets.

Insights from psychological type theory can help you make a unique contribution to the sales team and understand the strengths of other members of the team.

Effective Sales Teams will:

• Become highly effective in achieving common goals
• Become more effective in addressing sales problems
• Compound the strengths and balance the weaknesses of team members
• Become a catalyst to establish a customer-centric culture
• Consistently achieve sales targets

Jung’s Theory of Psychological Types

The enduring contribution of Carl Jung to our understanding of the differences between normal people is expressed in his theory of psychological types.

Jung studied the conflict between Sigmund Freud and Alfred Adler who developed different psychological theories from the same empirical data. Jung postulated that they looked at the same data from different viewpoints, which was an expression of their differences in psychological type.

The basic concept of Jung’s Theory of Psychological Types is that normal people exhibit fundamental differences which are explained by their preferences in how they:

These dimensions are further developed in Section 2.

Jung’s theory of psychological types provides insights that help us understand ourselves and the interpersonal dynamics and difficulties that arise between normal people.

The Myers-Briggs Type Indicator MBTI

The Myers-Briggs Type Indicator of psychological type was developed by Katherine Cook Briggs (1875-1968) and her daughter Isabel Briggs Myers (1897-1980) and is based on Jung’s theories.

The MBTI is a self report questionnaire and is administered by an accredited person who has undertaken professional training in the theory and application of psychological type. (refer section 5)

Insights from the MBTI, gives leaders and managers a model to assess the appropriateness of attitudes and behavior in a given situation and to make the appropriate changes.
 

The MBTI is designed to translate Jung’s theory of psychological type into an indicator of personality preferences on four dimensions.

Adapted from Introduction to Type by Isabel Briggs Myers and Gifts Differing by Isabel Briggs Myers with Peter B Myers

The MBTI questionnaire provides an indicator of preferences on the above four dimensions which are expressed in our values and behavior.

The combination of one of the preferences for each of the four dimensions results in 16 broad psychological types which are a valuable way of explaining the differences between normal people.

For example a person whose preferences are for Extraversion, Intuition, Thinking and Perceiving, will be quite different to someone whose preferences are for Introversion, Sensing, Feeling and Judging.

Application of insights from the Myers-Briggs Type Indicator in the Sales Process

Using the MBTI to develop Effective Sales Teams

There are no short cuts to enhancing sales effectiveness.

Louern’s proven methodology is an iterative process based on adult learning where insights are applied in real work situations.

Day 1 - Session 1 - Introduction to Psychological Type

The self scoreable edition of the MBTI enables participants to score and calculate their Reported Type. This ensures that confidentiality to be maintained for the participant at all times.

Working through the guide book Introduction to Type enables a participant to make a Self Assessment of their type and look for a “best fit” with their Reported Type as self scored in the questionnaire.

Participants are encouraged to reflect on Psychological Type Theory and how it is evidenced in their life at home - work – and play.

Key Outcomes:

Participants will better understand:

• Themselves and their behavior in different situations
• Other points of view and value individual differences
• How to solve problems and make balanced decisions.

Day 1 - Session 2 - Psychological Type in the Sales Process

Session 2 reinforces the introductory session by exploring how behavioral preferences are demonstrated in the sales process.

Participants are encouraged to use their new insights to reexamine critical problems they have experienced in the sales process and how an understanding of type may have enabled more effective outcomes.

Key Outcomes:

Participants will be equipped with superior insights to enable them to:

• Communicate more effectively with customers
• Clarify the customers specific needs
• Provide specific solutions which meets customers needs
• Close the sale

Day 2- Session 3 - Building an Effective Sales Team

Day 2 should be held about one month following day 1 to enable participants to apply the insights they gained from Sessions 1 and 2.

The workshop process is designed to give participants an understanding of;

• How insights from the MBTI can benefit sales teams
• Predictions about team behavior
• Guidelines for using the MBTI with teams to achieve common goals.

The book Introduction to Type and Teams provides participants with a guide to how they can improve their own contribution to enhance the team’s productivity by providing specific information for each of the 16 types:

• Individual Leadership Styles
• How they influence teammates
• How they may conflict with other members
• How they may help resolve conflict
• How they can maximize effectiveness

Problem – Solving Teams are formed to address critical sales problems by a collaborative approach to information sharing and decision-making.

Key Outcomes:

Team members will understand their:

• Preferred way of responding to team challenges
• Unique contribution to the effectiveness of the team
• Areas of personal strength and potential weaknesses

Teams will:

• Become highly effective in achieving common goals
• Become more effective in addressing sales problems
• Compound the strengths and balance the weaknesses of team members
• Become a catalyst for cultural change

Individual Coaching for Effective Team Leaders and Managers

Individual coaching can prove valuable in preparing team leaders and managers to deal with challenging interpersonal situations that demand superior understandings in:

• Conflict resolution
• Effective interpersonal relationships
• Stress Management
• Type Dynamics and Development

About the Author

Bede Boyle is highly skilled in the application of Psychological Type Theory to enhance personal and organizational effectiveness.

Bede’s initial training and accreditation in the MBTI in 1991 was with PriceWaterhouse. He completed advanced training in leadership, management development, teambuilding and cultural change with leading USA experts including:

• Using the MBTI in Organisations
• Team Building Programs

• Working Together with the 16 MBTI Types

• Advanced Use of the MBTI
• The Leadership Dimension

• Using the MBTI in Organisations

He employs a powerful blend of executive consulting and mentoring to assist clients including BHP, FreightCorp, GM Holden, Newcastle Port Corporation, NSW Coal Compensation Board and Powercoal use insights from Psychological Type Theory to strengthen leadership, collaborative management and teamwork focused on organisational goals.

Bede was MD and Chairman of a management consulting firm from a merger through to successful sale to a UK based firm. He is a non executive director of an environmental consulting firm.

He assists Partners in professional service firms including actuaries, accountants, engineers and lawyers enhance business performance though clarifying leadership and management roles focused on adding value for the client.

Bede is an Associate Fellow of the Australian Institute of Management and his program on Breakthrough Strategies for Change was presented through AIM as a special event attended by change leaders from the RAAF, BHP, Newcastle Port Corporation and State Rail.