| Doomsayer: |
Worries, will not take social risks (loses three new accounts pre month). |
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Over-Preparer
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Over-analyzes, underacts (sells at 43% of quota) |
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Hyper-Pro:
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Obsessed with the image and looking good (but is rated only average in presentation skills.) Confuses packages with prospecting. |
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Stage Fright:
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Fear group presentations (loses $10,800 in annual gross sales).
|
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| Role Rejection |
Secretly ashamed of sales careers; deflects identity (loses four accounts per month). |
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Yielder:
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Fears intruding on others (impedes success of TQM programs). |
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Socially Self-Conscious: |
Intimidated by up-market clients (sells 33% under quota). |
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| Separationist: |
Won't mix business and friends (loses three accounts per month). |
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| Emotionally Unemancipated: |
Won't mix business and family (sells 15% under quota). |
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| Referral Aversion: |
Fears distributing existing business or client relationships (sells 19% under quota). |
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| Telephobia: |
Fears using the telephone for prospecting (loses $10,000 in commissions annually). |
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| Oppositional Reflex: |
Argues, blames, rebuffs attempts at coaching (loses nine new accounts per year.) |
