Fusing Psychology with Sales Management


In the heat of a workplace argument, it can be easy to let your emotions get the better of you.

In this short video, Rich Chiarello, president and CEO of Above the Line LLC, explains how the transactional analysis theory can be applied to sales to predict how people will act when they’re displaying the characteristics of a specific mindset (outlined in detail, here). Behaviors can run the gamut from child to adult; and as a sales manager, you should know how to handle all of these personalities when a debacle is on the horizon.

Rich Chiarello  says that you need to be emotionally cognizant when someone is acting childish, or risk trying to mend potentially irreparable fences later. For more on this topic, watch the video from OpenView Labs.