5 Profiles of B2B Sales Reps
To put it in context this is selling in the world of B2B complex sales, not transactions in retailing, nor is it about marketing – In many ways it’s about changing the rules!
This month I’m going to talk to you about the most controversial topic in Big Ticket Sales Today –
The Challenger Sales Person
This is research conducted by CEB (See Website) a leading member-based advisory company based in the U.S.
Their research showed that on average the customer doesn’t contact the sales person until their decision is nearly 60% complete. At that stage the customer has:
- Defined the business problem they need to solve
- Short listed the suppliers they want to talk with
- Decided what they’re going to pay for the solution
With this background CEB decided to take a long hard look at the different types of sales people and why some were more successful than others – The results were surprising and controversial!
CEB did a study of 6,000 sales reps across the world, over loads of different industries and they found something remarkable – They found that five profile types existed in the B2B sales space:
The Hard Worker
The Hard Worker is always willing to go the extra mile, doesn’t give up easily, and is self-motivated.
Chances of closing a sale in a complex environment = 10%
The Problem Solver
The Problem Solver is detail-oriented, addresses service issues quickly, and places importance on post-sales follow through
Chances of closing a sale in a complex environment = 7%
The Relationship Builder
The Relationship Builder doesn’t want to appear pushy, focuses on customer needs, and is generous with his or her time
Chances of closing a sale in a complex environment = 4%
The Lone Wolf
The Lone Wolf is a salesperson who is self-assured, difficult to control, and follows his or her instincts.
Chances of closing a sale in a complex environment = 25%
The Challenger always has a different view of the world, understands the customer’s business, and loves to debate
Chances of closing a sale in a complex environment = 54%
So which type of sales person are you then?