Every sales person has a style that works for them. Some people focus on the product, others focus on the customer, and
others focus on their own performance.
Our eight sales types (archetypes) represented on the IC-8® help identify what type of seller you are and
what type of organizational culture will be your best fit.
There are two basic types of Motivation - internal and external. If you look at the sales archetype circle, you will see that there are two dotted lines, one vertical and one horizontal, that split the graph. Right now we are focused on the horizontal one, or the line of Security, which reflects your Motivation.
Seller Styles below the line are motivated by Certainty, which means that they are more externally motivated. Seller Styles above the line are motivated more by Growth, which means that they are internally motivated.
- Being externally motivated means that your security or certainty is based on things outside of yourself. You feel certain if you have a title with authority, you know more than others, you understand everything, circumstances are going smoothly, people agree with you, or you have a system that runs itself.
- Externally motivated individuals often try to control people and situations around them in order to feel a sense of certainty, but things and people always seem to slip through their fingers, so they are continually scrambling in an effort to maintain or regain control.
- There is nothing wrong with being externally motivated, but if your sense of security is based on things outside of yourself, then you will be under constant stress because you can't control your environment. At best you might be able to influence your environment, but you will essentially be like a sailboat without a rudder: You will go wherever the wind blows, since external factors which you cannot control will drive you.
- Being internally motivated means that the source of your certainty or security is inside yourself - in your belief system, in your ability to adapt to situations and produce a result, in your integrity, in your own personal standards for how you live your life, in your own sense of vision and direction for what needs to be done.
- Internally motivated people are essentially driven by their own internal compass. Now matter what is happening around them, they always have a sense of what needs to be done and where they are going. Here you are like the sailboat with a giant rudder, to guide you regardless of how the wind blows, and when it blows against you, you can tack against it and use it to your benefit. And when there is no wind at all, you have a motor to simply drive you where you want to go.
- Internally motivated people recognize that they cannot control people or circumstances in their life. Because they know this they don't place their sense of self and certainly in anything outside themselves. They do their best to influence people and situations, and then move on from there. They understand the one thing they do absolutely control is their response to what happens around them in life.