THE SCIENCE OF SALES

COMMUNICATION
Ken Krogue & Michael Cheney

KEN KROGUE

Founder, President, &

Chief Strategy Ocer

MIKE CHENEY

Former CEO, Persogenics

Executive Director

THE NEXT
GENERATION...

TOP CHALLENGES
Manager

78%
54%

54%

53%
41%

Hiring

Leads

Source: 2013 Top Sales Challenges Survey

Training Reps Rep Motivation Compensation

40%

Reporting
Accuracy

29%

Equipment

HISTORY

Dr. Gordon Allport

PERSONALITY ASSESSMENTS

Linear

PERSOGENICS
Behavior At Work
1000

How You See Yourself

1000

800

998

751

800

800

762
600

600

400

400

How Others See You

727

600

721

552

531

400

200

333
199

Dominant

200

200

176

199
0

390

Expressive

Analytical

Amiable

Who Are You?

Dominant

PERSOGENICS

Analytical

Expressive

Amiable

12%
37%

19%

OVERALL

32%

Dominant

Expressive

Analytical

Amiable

Dominant

Dominant

Results
Control

Expressive

Expressive
Relationship
Big Picture

Analytical

Analytical

Process
Right First Time

Amiable

Amiable

Trust
No Conict

15%
37%
15%

REGISTRANTS

33%
Expressive

Dominant

Analytical

Amiable

11.1%
13.4%

46.2%

INSIDESALES.COM
29.3%

Expressive

Dominant

Analytical

Amiable

Dominant

Results
Control

Expressive

Relationship
Big Picture

2.1%

2.4%

46.9%
CLOSERS

48.6%

Expressive

Dominant

Analytical

Amiable

6.8%
7.1%
26.4%

ENGINEERING
45.8%

Expressive

Dominant

Analytical

Amiable

7.2%
8.5%

ACCOUNT
MANAGEMENT

14.2%
70.1%

Expressive

Dominant

Analytical

Amiable

WHAT THE 4 TYPES NEED

Dominant

BOTTOM LINE

Analytical

Expressive

Amiable

Dominant

RELATIONSHIP

Analytical

Expressive

Amiable

Dominant

PROCESS

Analytical

Expressive

Amiable

Dominant

TRUST

Analytical

Expressive

Amiable

HOW TO RECOGNIZE ON THE PHONE

Dominant

BOTTOM LINE

Analytical

Expressive

Amiable

Dominant

OUTGOING

Analytical

Expressive

Amiable

Dominant

RESERVED

Analytical

Expressive

Amiable

Dominant

CAUTIOUS

Analytical

Expressive

Amiable

HOW TO RECOGNIZE FACE TO FACE

Dominant
STEPS
FORWARD

Analytical

Expressive

Amiable

Dominant

SMILES

Analytical

Expressive

Amiable

Dominant

STARES

Analytical

Expressive

Amiable

Dominant

HESITATE

Analytical

Expressive

Amiable

HOW TO SELL TO YOUR OPPOSITE

Dominant
Analytical

Expressive

Amiable

Dominant
Analytical

Expressive

Amiable

HOW TO MANAGE THE 4 PATTERNS

Dominant
RESPECT TIME,
SET CLEAR
GOALS,
RECOGNIZE

Analytical

Expressive

Amiable

Dominant
BE A FRIEND,
INTERACT
REGULARLY,
PRAISE

Analytical

Expressive

Amiable

Dominant
SPECIFIC
QUESTIONS,
GOALS,
FACTS

Analytical

Expressive

Amiable

Dominant
RELAXED,
ASK DONT TELL,

Analytical

Expressive

REDUCE STRESS
Amiable

HOW TO INTERACT WITH YOUR

MANAGER

HOW TO HIRE THE BEST TEAM

HOW TO MANAGE, TRAIN, AND

RETAIN

DIVERSITY

OFFER
Rep
1 Assessment for
your manager
Manager
5 assessments
for your team
nSync

Dominant
Analytical

Expressive

Amiable

MANAGERS
Dominant
August 20, 2015
The Science of
Predictive Hiring

Analytical

Expressive

Amiable

QUESTIONS ?

Linkedin.com/in/KenKrogue
@KenKrogue
KenKrogue.com
Forbes.com/sites/KenKrogue
kenkrogue@insidesales.com
Linkedin.com/in/CheneyMD
Michael.cheney@insidesales.com