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Which type would you like your reps to behave more like? Which types of sales reps are you trying to recruit currently? Which of these five sales types describes your sales team? Next week we will explore which sales rep type the research showed was typically the most successful, but in the meantime, thinking about your sales team:
“Relationship builders are all about building and nurturing strong personal and professional relationships and advocates across the customer organisation”. “Hard Workers are exactly who they sound like”. Of the 44 characteristics tested, they found they fell into five distinct groups whereby if a sales rep was good at one characteristic, they tended to be very good at all within that group. When factor analysis was conducted on the data they had obtained, it clearly indicated that certain characteristics tend to clump together. They believe there are five different types of sales reps Over the next few weeks, we will explore their research in more depth, however this week we are going to start with their first discovery: Interestingly, unlike a lot of research where high performers are compared to low performers to analyse the difference in style, this research compared high performers to core performers – to better understand the difference between good and great. The research was conducted following the economic crash of 2008 and set out to explore how successful sales reps had managed to stay successful, even in such a difficult climate.
‘The Challenger Sale’ by Matthew Dixon and Brent Adamson, is the summary of extensive research conducted into how to be successful in sales. They can expect a real problem to be solved and a clear return on investment seen.Īnd how can it be maintained, even during economic recession / other challenges? The nature of the supplier / customer relationship becomes more strategic and less transactional as a result.įrom a customer perspective, it allows them to expect, and obtain, from one supplier, a bundled offering that meets their broader requirements. With suppliers looking to be viewed as trusted advisors and strategic partners to their customers – and ultimately recognising the value in selling a product(s) which have proven value to a customer, whether that is solving an immediate issue, generating revenue, or cutting costs.įrom a supplier perspective, the solution-based approach gives them a way of meeting a customer’s needs, whilst maintaining a great USP over their competitors than simple product selling. I think we are all familiar with this highly popular sales method across the B2B world.