The second of a series of posts on the advantages of using transactional evaluation to establish salespeople as well as sales managers. What I have found is that there are 3 key variables which exist in relation to individual success in selling: 1. The fashion in which the individual salesman interacts with customers, colleagues and supervisors 2. Whether the person is self-motivated sufficient to take individual obligation for their activities and behaviours 3. Exactly how they regard themselves to be qualified as well as able to prosper. Transactional Analysis can help boost all of these.