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[00:21] Opening / Introduction

[00:43] Ann, please tell us a little bit about your background? * A twenty-five-year career as a speech pathologist, working with people who suffered brain injuries. * Became an executive coach about ten years ago. * Have been working with Joe Lynch helping transportation and logistics companies grow their sales.

[02:56] Where do the saboteur types come from? * Saboteur type comes from the book, Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential and How You Can Achieve Yours, written by Shirzad Chamine * Check out Shirzad Chamine at TEDx Stanford * Chamine's groundbreaking research exposes ten well-disguised mental Saboteurs. * It's the idea that you have strategies that have been with you since you were very young, that you use to navigate your life. * The strategies there to help us meet the three basic needs of independence, acceptance, and security by asserting, earning, or avoiding.

[06:19] Tell us a bit about saboteur types. * First, there is the chief saboteur, or judge, which kicks off all the rest.

There are three saboteurs that try to create independence: * The controller: individuals who must have control of everything. * The stickler: somebody who is trying to make sure that every detail is covered. * The avoider: an individual who doesn't want to be pinned down.

Next is the group that are trying to gain acceptance: * The hyper-achiever: one who has no idea of what is good or excellent because they need to be perfect. * The pleaser: an individual who tries to gain acceptance by pleasing everybody. * The victim: people who feel like their situation is uniquely flawed and they can't do anything about it.

The last group is the people who are trying to gain security: * The restless: people who are always wanting to move on to the next thing. * The hyper-vigilant: always scanning the horizon for the next thing. * The hyper-rational: they have a very difficult time with the relationship side of things.

[13:25] I'm mostly a pleaser, an avoider, and a hyper-achiever. How does that hold me back when it comes to sales? * Pleasers are working to make sure people are happy all the time. You may have difficulty, for example, letting go of a contract that's not working for you anymore. * There are a lot of different, small tasks to do when running a business, and an avoider can come up with ways to not do those. You can find yourself wasting time. * A hyper-achiever might overextend themselves because they are trying too hard to achieve. * The saboteur assessment is a profile, not a diagnosis. It's a way to start the coaching conversation.

[17:51] What's nice about these assessments is that just knowing that these are some of your problems becomes a part of the solution. * It lets you take a step back without beating yourself up. * Saboteurs are sneaky because the underpinnings of them are things that have served you well. * As life becomes more complicated and if you want to take something to the next level, you have to be aware of these.

[23:18] Once I take this test and know what my saboteurs are, what's my next step? * It's important to think about some of the situations that they might be sabotaging you in. * It's easier said than done, because what typically happens is that the individual will just begin encouraging others to take the assessment because they see these saboteurs in them. It's