Thank you all for your input on this situation.

In answer to some of your questions: Yes, this person very much enjoys his job and succeeds at the quantitative aspect of it.

I do agree with most of you that personality is not something that could be trained, but I wasn't sure if I wasn't thinking outside the box enough. Thank you again for reassuring my original thoughts.

I do disagree with using the MBTI to change the person's personality. I can see how it may be helpful to point out the salesperson's personality and identify how to change his presentation based on other personality types he may encounter. However, because this would be the first time any personality profiling would be used at my company, I am very reluctant to use it on only one person. Perhaps this is something for me to consider in the future with all salespeople.

I'm waiting to speak with the manager to learn if there are any specific behaviors she would like changed, instead of the general 'become more outgoing.' I'm hoping that she will have concrete behaviors that could benefit from another type of training.

Thank you again for your input. I've been following it closely.

Coming late to the discussion herer, but I can suggest looking at books/materials on EQ-Emotional Quotient. ASTD has several.

We are using some of the EQ materials in curriculum teaching skills like Empathy. One question that many have is "can you teach empathy?" According to the psychology experts, you can.

You might look in that direction, and I do think MBTI also has merit.... not to "change" a person but to make them aware of their non-dominant preference and how to draw on it.

I agree. You can not train personality. You can not change your personality. If you could there would be a lot less divorces because wives could change their husbands. I think that this man might need to change to a desk job.

M_Catalano -

It's been a few months since you last posted - I'd be interested in hearing how things are going. What did you end up doing? Has he made any improvements?

quote:

Originally posted by LoveLearning:
This conversation reminded me of the episodes of Taxi when Latka "altered his lifestyle to fit the fast lane."

...anybody else remember that? Am I showing my age?...

Long Live Andy Kaufman!