There are many positions in an organization that require a manager to understand the personality of the employees involved, so that they can be the most productive. In this essay, I am referring to an insurance agency that has 14 employees organized into three main categories, consisting of sales, service, and administration departments. Within this organization, sales personnel are the most difficult to manage because salespeople's personality types conflict with other employees and even each other. Although I consider this company to be a successful organization, it requires constant monitoring to keep the sales department running. Personality types among salespeople are the biggest barrier to department success. Within the sales department, there is a salesperson who I consider successful and typical of the rest of the sales staff. His name is Curt and as a result he has the most experience out of all the sellers and has the potential to be the top producer every month. Salespeople are essential in our business, but they must be managed, directed, supervised and motivated. This is where managers and owners need to get involved (Feiertag, H. 2003). It's important to understand what drives it and how it can be manipulated to reach its full sales potential. To understand him in his professional context, it is important to discuss his attitude and his performance, the effects of cognitive dissonance and finally his emotional intelligence. After considering these factors, I will consider using Herzberg's two-factor theory to motivate him to succeed in achieving both his and the organization's goals. Attitudes and performance...... middle of paper .... ..ocview/198981652?accountid=38569Yim, Hong Kong (2008). Psychological empowerment of salespeople: The construct, its incentive and its consequences on customer relationships. (Order No. 3321208, Drexel University). ProQuest Dissertations and Theses, , 122. Retrieved from http://search.proquest.com/docview/304634131?accountid=38569. (304634131). Kocabiyikoglu, A. (2005). Essays on Revenue Management and Sales Motivation. (Order number 3195921, INSEAD (France and Singapore)). ProQuest dissertations and theses, , 94-94 p. Retrieved from http://search.proquest.com/docview/305393045?accountid=38569. (305393045). Silver, L. S. (2000). A socio-cognitive approach to salespeople's work motivation. (Order #9976910, Louisiana Tech University). ProQuest dissertations and theses, , 304-304 p. Retrieved from http://search.proquest.com/docview/304604814?accountid=38569. (304604814).