Is Your Sales Approach Doing More Harm Than Good?

Two distinctly different approaches to sales have been identified – characterised by bees and wasps. Which are you?

A recent personality survey undertaken by a world-leading sales training organisation has identified two new creatures that perfectly characterise sales professionals – bees and wasps.

The verbal survey, based on the principles of psychometric testing, was carried out by Sales Commando and encompassed a small but representative cross-section of men and women in finance and b2c sales.

“We carried out the survey to give some definition to the character types of sales professionals. What we found was that they generally fell into two camps – passive and aggressive, which is how the bee and wasp analogy came about,” said Doug Tucker, Managing Director. “Principally, bees are less aggressive than wasps. They pollinate and, in consequence, make things grow. They’re also a social insect and produce honey, a sweet and satisfying return for their endeavours. Sales people falling into this category tend to develop and maintain client relationships with a long-term view on sustainability and profitability.”

“Wasps, on the other hand, are more aggressive than bees,” continued Doug. “They are predatory, less social and far more willing to pester and sting. Sales people falling into this category are focused on the short term and can be quite ruthless in the way they go about getting business and maximising instant returns. Their sting is often questionable or outright immoral sales techniques.”

And the survey results? For the good of the sales profession, the survey showed there are more than three times as many “bees” as “wasps”. However, the fact remains that there are wasps and nobody likes to be pestered, pushed and manipulated into agreeing a sale, let alone being stung.