Dear Vicki: I work at our family car dealership and put in long hours. I’ve done what it takes to be the top salesperson most months and as the oldest son, I plan to inherit running the business when my parents retire. My sister also works here, but only part time, and does well selling. Frankly, selling comes more naturally to her (she’s outgoing and funny), but I work harder. Recently, her new husband lost his job managing an art gallery and started working here. No surprise, he’s failing miserably. He isn’t an outgoing person (which I find an absolute necessity for selling), and I’ve caught him reading at his desk instead of working his files. I don’t like him all that much – I have no idea what my sister sees in him – and now having to work with him every day is driving me nuts. He’s a slow, pondering guy who isn’t particularly charismatic (also important in selling) and seems to have brought the whole sales team down. Everyone’s sales are off, even mine! How do I get rid of him without upsetting my sister? Signed: Top Dog
Dear Top Dog: Well, you certainly are clear regarding what does and doesn’t work for you. Success and accomplishment clearly matter, which suggests that you’re a Wood personality. Woods are very much into individual accomplishment. They are also great planners and corporate ladder climbers. Your “plan” to inherit leadership of the family business also speaks to a Wood’s tendency to cast themselves in the lead because leadership equates to success in their worldview.
I suspect your sister is a Fire because the outgoingness and enthusiasm Fires have for almost everything makes them natural sales people. Your quiet, inner-directed brother-in-law who loves to read is probably a Water. And you are correct, Waters are rarely naturally good at sales; they really don’t like engaging with other people that much. Your desire to get rid of him is understandable, but that probably isn’t going to go over well with your sister, and possibly your parents. However, there are ways to help with your frustration, which by the way, is a very typical Wood response to something that isn’t going well. Let’s look at what’s playing out in your dealership relationships from a Five Elements perspective.