Our VP of Sales is an Enneagram Type Six who is highly suspicious of the buyer's private equity backing and is threatening to walk, which would jeopardize our deal. How do we structure a retention package that addresses their core need for security?

Question

Tyler Smith · Accepted Answer

An Enneagram Type Six is a Loyalist whose core psychological need is security and stability. When they face a private equity buyout, they see a massive threat to their safety and will naturally react with suspicion and anxiety. If your VP of Sales is threatening to walk, you cannot soothe them with vague corporate promises. You must address their need for security directly.

To protect your deal, structure a retention package that offers concrete, contractual safety. Instead of tying their entire bonus to aggressive post-close sales growth targets, offer a guaranteed retention bonus split over twelve and twenty-four months, independent of performance. This guarantees financial stability during the transition.

Additionally, involve them early in the transition planning. A Type Six relaxes when they have a clear plan and can anticipate potential risks. Bring them into a structured meeting with the buyer's operations team to outline their post-close reporting lines and resources.

Make sure their seat on the post-close Accountability Chart is clearly defined, with explicit boundaries that protect their authority. Show them how their role remains vital to the company's future. By providing clear contracts, open communication, and a defined operational path, you satisfy their search for security, turning their natural loyalty toward the new ownership and securing your transaction multiple.