The Five Sales Rep Profiles

What type of Sales Reps are you employing in your organisation?

What type of rep would best suit your business?

I’ve been reading an interesting book lately called The Challenger Sale by Matthew Dixon and Brent Adamson. They have done some great research into the types and effectiveness of sales reps. I thought that you might be interested in a few snippets from their work. See if you recognise what the profiles of your sales team are!

The Hard Worker
These are the are the guys who show up early, stay late, and are always willing to go the extra mile. They are self motivated and don’t give up easily. They enthusiastically and frequently seek feedback and are always on the lookout for ways to improve their game.

The Relationship Builder
These people are all about building and nurturing strong personal and professional relationships and advocates across the customer organisation. They are very generous with their time and work very hard to ensure that customers’ needs are met. Their primary posture with customers is largely one of accessibility and service.

The Lone Wolf
Lone Wolves are deeply self-confident and as a result they tend to follow their instincts instead of the rules.They are the “cowboys” of the sales force and do things their way or not at all.More often than not they drive their sales leaders crazy. They have no process compliance, no trip reports and no CRM entries.

The Reactive Problem Solver
While every rep is focusing on solving customer problems, these individuals are naturally drawn to ensuring that all of the promises are made as part of a sale are actually kept once the deal is done.They tend to focus very heavily on post-sales follow-up, ensuring that service issues around implementation and execution are addressed quickly and thoroughly.

The Challenger
These reps have a deep understanding of the customers’s business and use this understanding to push the customer’s thinking and teach them something new about how their company can compete more effectively. They are not afraid to share their views, even when they are different and potentially controversial. Challengers are assertive and tend to press customers a little that is not annoying or aggressive but rather in a way that helps people to think about complex issues from a different perspective.
So which one would you prefer to have on your team? They all look good!

Stayed tuned and I’ll let you know which profile, according to the research, performs the most effectively, in next week’s blog.

If you can’t wait or require further details of the book, please drop me an email at

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