The Sales Profile Assessment can help you determine which of the 5 identified Sales Profiles: Problem Solver, Hard Worker, Relationship Builder, Lone Wolf or Challenger your sales team mostly identify with. It is normal to have characteristics from more than one profile. You can use this guide as a basis for reflection. Which of your sales teams strengths should you build upon and which “bad habits” should you try to avoid in your sales approach to develop more Challenger characteristics?
A Gartner factor analysis of 44 measurement points identified 5 sales profiles:
The Sales Profile Assessment is categorized by 5 Sales Profiles that each requires a certain mind-set and specific capabilities. This Assessment will help you and your sales reps understand, which characteristics they have from the different sales profiles.
The Hard Worker
Always willing to go the extra mile, doesn-t give up easily.
The Relationship Builder
Focus on building and nursing relationships. Generous in giving time to help others.
The Lone Wolf
Very confident, follow his own instincts instead of the rules. Often the primadonna’s in the sale, “The Cowboys” who do things in their way or not at all.
The Reactive Problem Solver
Very reliable and detail oriented. Ensures that all problems are solved. Very active in the delivery after the sale.
Have a deeper understanding of the customer’s business and use that understanding to push the customer and challenge the customer. Teaches the customer something new, inspires the customer e.g., to how the customer can compete more effectively.
|The Sales Profile Assessment|
Six categories, 17 specific measurement points
Receive comments on low scores
Receive GAP comments
The expected implementation time is 15 minutes.
The six focus areas in Sales Profile Assessment
- The Hard Worker
- The Relationship Builder
- The Lone Wolf
- The Reactive Problem Solver
- The Challenger
- Future Improvement: Open Questions:
- Any thoughts on what you think WORKS WELL today?
- Any thoughts on what you think is NOT WORKING or MISSING?