The current sales crisis in the construction industry is a hard test of the quality of work not only of marketing and sales departmens, but the whole company management. Aside from the objective reasons for the decrease in sales like overall recession in the construction industry, there is also a number of purely subjective factors that distinguish successful firms from those less successful. So it’s time to stop only speaking about the sales management and to start really managing the sale. The article summarizes the most common errors of management in business management and sales teams work in relation to the proper selection and method of training using psychology, especially personality test TBSD.