What kind of Salesperson are you?

Explanation of the 5 different sales person profiles

In preparation for this book, the authors researched over 6,000 salespeople and over 90 companies across a wide variety of industries to identify the exact characteristics and tactics that top performing Sales reps use in order to create a system of selling that anyone can replicate.

They call this The Challenger Model.

THE CHALLENGER SALE

In the Challenger Sale they conducted 5 different profile of sales reps and plotted those 5 different profiles on the actual sales performance.

These are the 5 profiles:

1. The relationship builder 2. The reactive problem solver 3. The hard worker 4. The lone wolf 5. The challenger

THE CHALLENGER SALE

The Relationship Builder

•Classic consultative rep

•Builds advocates internally

•Creates relationships with prospects

Relationship Builders focus on developing strong personal and professional relationships throughout the customer organization.

5 TYPES OF SALES REPS

The Reactive Problem Solver

•Highly detail-oriented

•Reliably responds to stakeholders

•Ensures all problems are solved

Reactive Problem Solvers are considered highly reliable and detail-oriented from the customers' perspective.

They are known for their focus on post-Sales follow-ups to ensure that service issues are addressed and solved quickly and thoroughly.

5 TYPES OF SALES REPS

The Hard Worker

•Doesn't give up easily

•Self-motivated

•Interested in feedback and personal development

Hard Workers are the members of your team that show up early, stay late, and always go the extra mile. These Salespeople can make more calls in an hour and meet with more prospects in a week than anyone else on your team. The hustle never stops for hard workers.

5 TYPES OF SALES REPS

The Lone Wolf

•Follows own instincts

•Self-assured

•Delivers results, but difficult to manage

Lone Wolves are deeply self-confident and have a natural ability to succeed on their own instincts. They break rules, are hard to manage, and do things their way or no way at all. They are the least common profile of all Salespeople, but they are the second most common among top performing Salespeople.

5 TYPES OF SALES REPS

The Challenger

•Different view of the world

•Loves to debate and push customer

•Strong understanding of customers' business

Challengers use their deep understanding of their customers' business to challenge their thinking and maintain control of the Sales conversation. Challengers aren't afraid of expressing controversial views and are assertive with everyone they communicate with. Among top performing Salespeople, Challengers are most common

5 TYPES OF SALES REPS

Challengers dominate the world of complex

“solution-selling”

SALES PERFORMANCE

When they compared the 5 different profile with the actual sales performances of the companies the found out that there was one clear winner ( “by a landslide” they state) and a clear order of the other profiles.

These are the 5 profiles ranked by actual sales performance

1. The challenger 2. The lone wolf 3. The hard worker 4. The reactive problem solver 5. The relationship builder

SALES PERFORMANCE

1.They offer a unique perspective to the customer. 2.They have very strong two-way communication skills. 3.They understand the value drivers of each individual customer. 4.They understand the economic drivers of each customer's business. 5.They are comfortable discussing money. 6.They can pressure the customer.

6 SIGNIFICANT TRAITS OF A CHALLENGER

Terry van den Bemt terry@saleslift.co +31 6 11 03 62 93

www.saleslift.co

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