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THE POWER OF READING PEOPLE

behavioral style, such as taking walks, socializing, reading, or enjoy-
ing a cup of tea, are vital for reconnecting with one’s intrinsic nature
and recuperating from daily adaptations.

Failing to recognize the toll of constant adaptation can lead to fa-
tigue, irritability, a sense of being overwhelmed, and even burnout.
Long-term adaptation is manageable, but only with a conscious

effort to balance it with restorative activities.

Eight Roles, Eight Tasks: Balanced Work in the
Sales Team

Top-performing sales teams often comprise individuals with a
strong red and yellow dynamic, blending the traits of assertive,

goal-oriented fiery red salespeople with those of the innovative,
enthusiastic sunny-yellow salespeople. Yet, behind every successful
frontline sales force, there’s a supportive team whose roles may not

suit a red or yellow profile, such as those in marketing, order pro-
cessing, customer service, and back office. Without these roles, even
the most talented sales team would falter.

TTI Success Insights evaluations can help you assemble teams well
suited to these diverse roles. Recalling the eight roles we discussed in
chapter 5, here’s a brief description of each:

Conductor: Drives the team’s direction, takes control, ensures
decisions are made and results achieved, focusing on completing
tasks with a direct, decisive approach.

Persuader: Visualizes the future, paints the big picture, main-
tains momentum and enthusiasm, driving innovation and se-
curing new business through compelling appeals.

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