How to Use Personality Styles to Train Employees

June 22, 2016

Every business owner wants employees perfectly trained to be selling machines.

But it’s not just a dream. In fact, it’s easier than you think to make a part of your reality.

The truth is, all of us can sell. (Yes, even you.) And even though selling comes a bit more naturally to some, identifying your employee’s personality styles allows you to tap in to their innate abilities and help them sell more.

Once you understand the four personality styles, you can train your employees to connect with customers quicker and more effectively.

1.  The Driver. Think Gordon Ramsay. They’re all about being the best, smartest and known as a decision maker. The downside is they can be seen as inflexible and always trying to close.

If your employee is predominantly a Driver, their number one goal is to get something finished. You need to help them round off those gruff edges and reduce the chance they can come off as arrogant.

2.  The Analytical is like Spock on Star Trek: logical with a detailed system to process information. Their Achilles’ heel is that they can come off cold and uncaring. Surgeons, CPAs and many craftspeople are usually an Analytical personality.

If your employee is predominantly an Analytical personality, you need to train with a clear system of A to B to C so engaging a customer isn’t scary and makes sense. Be prepared to answer each of their many questions.

3.  The Expressive is like the character Jack in the movie Titanic: unafraid to try a lot of things, easily bored and full of unbridled enthusiasm. Unfortunately, they’re also the least likely to be found in retail these days. Why? Because on a beautiful day they’ll probably call in sick.

If your employee is predominantly an Expressive personality type, you want to harness their need for fun. You want to try avoid training them like an Analytical and raining on their parade. Use their easily distracted interests and enthusiasm for new products and processes as a sparkplug for the rest of your crew.

4.  The Amiable is by far the most common personality you’ll find in stores. They possess a desire to be liked and are naturally inquisitive about others without sharing many details of their own lives. The downside is they don’t stand out or demand anything and it takes a lot to get them riled so you never know when they might be hitting their breaking point.

If your employee is predominantly an Amiable, they’ll want to get along with no conflict. Teaching them how the other three personalities operate can show them how to avoid frustration and conflict. Because they are the least likely to be natural born salespeople and most afraid of engaging strangers, patience is a must.


Once you’ve identified each employee’s personality style, you’ll want to tailor your training to that style. Watch this space for part 2 of this series, with do’s and don’ts for getting through each personality type.

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