Sales Style Self‑Assessment:
Evaluate Your Insight, Influence & Trust
Defining the Three Dimensions of Sales Style
Each of us is capable of a range of styles in the way we manage, find and win new business, but it is helpful to understand the behaviours that we use most often.
Balancing Insight, Influence, and Trust
Insight on its own is not enough to create value and grow revenue. You also need to be able to influence customers through strategy and behavioural economics, and gain access by building trust. There’s no value in being an ‘Educator’.
At the same time, sales approaches that focus too much on influencing strategies are vulnerable to game-changing insights. Many conversational tactics can destroy trust. No one likes a ‘Pushy Salesperson’.
Finally, trust on its own achieves little. Is your company full of ‘Friendly Helpers’, who make customers happy but do little to defend or grow revenue? Where does your sales team sit on these dimensions?
Take the Imparta 3D Sales Style Self-Assessment to uncover your sales style.
Please note: This self-assessment is designed to give you an initial sense of your current style, and to identify priorities for improvement. However, without observation of what you do in practice, it is indicative only and should not be used as a formal assessment tool.
To download the 3D Sales Style Self-Assessment and uncover your sales style, please fill in your details below…
Frequently Asked Questions (FAQs) on Training Sales Style Self-Assessment
What is a sales style self-assessment?
A sales style self-assessment helps you understand the behaviours you use most often when you manage, find, and win new business. It highlights where you typically sit on the dimensions of Insight, Influence, and Trust, and indicates priorities for improving your overall sales effectiveness.
Why should I complete a sales style self-assessment?
Completing a sales style self-assessment is useful because each of us is capable of a range of styles, but we tend to default to certain behaviours. Understanding your typical sales style makes it easier to spot unhelpful patterns and focus on the capabilities that will better support revenue growth.
How does Insight feature in the 3D sales style self-assessment?
In the 3D sales style self-assessment, Insight represents your ability to create value through ideas and understanding. However, Insight on its own is not enough to grow revenue; without Influence and Trust, you risk becoming an “Educator” who adds interest but doesn’t meaningfully defend or expand business.
What happens if my sales style relies too heavily on Influence?
If your sales style relies too heavily on influencing strategies, you become vulnerable to game‑changing customer insights and may damage relationships. Many conversational tactics can destroy Trust, turning you into a “Pushy Salesperson” whose approach may drive short-term action but undermines long-term revenue growth.
Why is Trust alone not sufficient in my sales style?
Trust alone is not sufficient because, while it makes customers happy, it may do little to defend or grow revenue. A sales style based mainly on Trust can create “Friendly Helpers” who are well-liked but don’t consistently secure or expand business in a commercial, value-focused way.
How does the 3D sales style self-assessment balance Insight, Influence, and Trust?
The 3D sales style self-assessment examines how you combine Insight, Influence, and Trust in your day‑to‑day selling. It highlights whether you lean toward “Educator,” “Pushy Salesperson,” or “Friendly Helper” tendencies and encourages a more balanced style that both strengthens relationships and protects or grows revenue.
Is the 3D sales style self-assessment a formal diagnostic tool?
The 3D sales style self-assessment is not a formal diagnostic; it is indicative only. It is designed to give you an initial sense of your current sales style and highlight priorities for improvement, but without observing what you actually do in practice, its results should be interpreted with care.
How can I access the 3D sales style self-assessment?
You can access the 3D sales style self-assessment by downloading the Imparta 3D Sales Style Self-Assessment. Simply fill in your details to uncover your sales style, then use the results as a starting point to reflect on how you use Insight, Influence, and Trust in your sales activity.
