As a nationally recognized trainer and speaker, I have had the unique opportunity to travel all over the country and hear countless stories about how traditional selling methods just didn’t seem to work for so many people. The problem is that not everyone views the world the same way and what works for some people may not work for others. The thought was; What if personality characteristics played a major role in whether or not someone was able to achieve selling success. What we found after administering thousands of personality assessments across a variety of industries is that there was a strong correlation between personality type and sales performance. While some of the results were to be expected, it wasn’t entirely clear that everyone whom we tested would benefit from the same sales training and strategies. There is a reason why Fortune 500 Companies use personality testing as a method for building high performing teams. What they have found through organizational development is that having the right talent combined with the right personality type mix increases productivity and often leads to innovation. At 16 Strategies we have made it possible for everyone to leverage best practices typically only available to large corporations to create selling strategies custom-tailored to individuals and sales teams. We refer to 16 Strategies methodology as “Testing for Success.”