- ISA’s marry the behavioral style of the hunter/gatherer salesperson to the consultative salesperson.
- Top performing ISA’s prefer to be in charge of the sale and have their compensation tied directly to performance.
- Pros – The D being slightly higher than that of a Buyer’s agent’s brings back “some” of the aggressiveness in prospecting and closing. Along with it is a higher sense of urgency that benefits the very short period of time they have on the phone. The Super I benefits their ability to connect, influence and persuade. The slightly higher S, being unlike the traditional hunter/gatherer, softens the blow of being in-house, repeating a large number of calls and being more predictable. The Low C frees them up to be more flexible.
- Cons – The moderate D may not be strong enough to overcome stauncher objections. The Super I brings with it the same type of I problems. They can suffer from talking too much (on the phone and in the office). Higher S slows their sense of urgency down some. Their low C causes detail issues.