According to Matthew Dixon and Brent Adamson the author of The Challenger Sales, you will find 5 different types of profiles amongst Salespeople’s personality. Next time when you take interview try to identify any of the five profiles as explained below.
Once you understand all 5 Profiles, we can see later which one will be the most effective salesperson on your team:
1. The Hard Worker: hard Workers are exactly who they sound like. These reps are who show up early, stay late, and are always willing to out in extra effort.
2. The Challenger: Challengers are debaters on team. They have got deep understanding of the Customer’s business and use that understanding to push the customer’s thinking and teach them something new about how their company or organization can compete more effectively.
3. The relationship builder: Just as the name implies, relationship builders are all about building and nurturing strong personnel and professional relationships and advocates across customer organizations.
4. The Lone Wolf: The lone wolf will look familiar to anyone in sales. Lone wolves are deeply self-confident. As a result, they tend to follow their own instincts instead of rules.
5. The Problem Solver: The problem solver is very highly reliable and very detailed oriented. While every rep in one way or another is focused on solving customer problems, these individuals are naturally drawn to ensuring that all the promises that are made as part of the sale are kept. Once the deal is done.
If you step back and look at the five profiles, ask yourself: which would you prefer to have in your team?
When most sales leaders see how each profiles perform, they will tell you quite frankly, they’ve indeed placed their biggest bet on the profile least likely to win. The answer is ‘The Challenger’ Profile by landslide.
Next time when you headhunt for Sales Rep, ensure you hire the Challenger Profile.
Challenges Profiles Rep is the rep who loves to debate. The ones who use his or her deep understanding of a customer’s business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete.
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