Within any group, it is normal for each person to have a more characteristic behavioral profile, do you agree?
See family parties, for example.
Aunt Paty is the one who puts together the Christmas dinner menu (and changes everything after the staff’s suggestions). Aunt Marisa, on the other hand, calculates the number of people and whether everyone will fit on the site.
Uncle Marcos assembles the tree, installs the blinkers, removes the hidden friend and informs each one which person was drawn. As if that wasn’t enough, he still goes out to buy ice in the middle of the party, because it’s always missing…
And let’s not forget about Uncle Popolo, the one who says he’s going to take a lot of drinks and arrives with just a small bale of beer. But the staff forgive because of your friendliness. After all, he is the center of attention and entertains everyone!
Well, following the DISC methodology, it is possible to distinguish four macro behavioral profiles :
- Executor: It’s the hands-on guy, who seeks goals. With him, the mission given is mission accomplished!
- Communicator: It is the one that is easy to interact with and generates rapport naturally. By being too optimistic, you can sell dreams.
- Planner: Every step is meticulously studied, nothing can get out of hand. In well-defined processes, it tends to do well. However, don’t expect improvisation.
- Analyst: Perfectionist and does well with repetitive processes. On the other hand, he is not attached to results and gives in under pressure.
I think in this example it was clear who has each profile, isn’t it?
Supper wouldn’t have the family’s favorite dishes without Aunt Paty’s analysis and some people would sleep on the floor if Aunt Marisa didn’t plan the trip. And of course without Uncle Popolo, it wouldn’t be so funny. But without Uncle Marcos, there wouldn’t even be a party!
Thinking about a sales team, the thing is not very different.
Previously, the sales model was based on the feeling and rapport generated by the salesperson, linking sales to emotions.
The more complex sales scenario works differently these days.
If you’ve been following our blog, you’ve certainly heard about segmentation in the sales process and the role each role plays within the sales funnel.
Each team member has different tasks, and the way they are carried out directly affects the progress of the process.
Following these features will show you why a sales-performing profile is all you want!
Browse the content
- Why an Executing Sales Profile is Essential
- The Downside of an Executor
- How to identify the executing profile in a selective process
Why an Executing Sales Profile is Essential
The commercial sector is based on results. Every action is taken with the conversion in mind, be it from leads to MQL, from MQL to SQL, and so on.
The crucial factor is the number of customers or products obtained, which directly reflects on the company’s revenue.
As we’ve seen, Uncle Marcos is the guy who makes Christmas. He didn’t plan everything down to the smallest detail, but he made it happen. Obviously, it didn’t turn out the way Aunt Paty wanted, but if we were going to wait for her, Christmas would be together with New Year’s Eve!
Having an effective behavioral profile on your sales team is the same thing. Not everything will happen perfectly, but the most important thing is: they will!
Executors are thirsty for work and are driven by results. As your personal satisfaction is linked to reaching a goal, nothing better than a person like that to reach the established goals.
During prospecting, part of the salesperson’s role is to adapt his speech according to each customer, to generate rapport. But, in the end, you don’t want to know if the conversation was good if they talked a lot if the lead opened… You want an MQL, and that’s what the executor profile gives you.
The closing stage is no different. At the end of the day, what really matters to managers is how many new customers the company has.
It is at this time that the executing profile will answer you, without surrounding or flowering the situation: we have surpassed the goal and we have X new clients.
The Downside of an Executor
As I said above, a person with an executor profile wants results. However, in the anxiety of hitting goals and generating results, some mistakes can happen.
Remember I said Uncle Marcos made Christmas, but it wasn’t like Aunt Paty had planned?
So, it is common for the executor profile to focus on completing the task and leaving some details aside.
Are these details vital to the task? Not always!
At a closing meeting, for example. If the customer closed the purchase, it makes no difference if the seller has not passed that product functionality, do you agree?
Of course, attention to these details would make the business process run better. After all, not all customers will close without knowing all the details of the product, and a lack of information can end in dissatisfaction.
Therefore, it is important to make clear to your executor the importance of planning, not running the risk of details being left out.
How to identify the executing profile in a selective process
In selective processes, it is common what we call mini-pitch, that super-fast personal presentation.
Identifying an executor profile at this point is tricky because it can be mistaken for an analyst profile, as both are complete but succinct in their presentation.
The dynamics in which candidates must solve a case or present a solution together are the best for identifying profiles!
We teach it all in this article: How to do group dynamics for hiring salespeople?
During the test, check carefully:
- Which person leads the team?
- Who is most focused on getting the solution?
- Who listens to all opinions and tries to reach a consensus?
- Who gets their hands dirty?
It is precisely at this point that identifying an executor profile becomes easier.
It could be writing on a poster, dragging a table, stacking boxes… While everyone else is discussing the best way to do something, the executor is the one who will actually start to accomplish the task.
Of course, we all have complex personalities, with nuances from more than one profile. However, certain features are dominant.
In order to have a high-performance commercial team, it is essential to identify the profile of each team member and allocate them to the function where they can generate more results.
A person with an analyst profile will definitely do well in a commercial intelligence role. A communicator would not be so happy following indicators, nor would he produce the expected result.
If the idea is to build a complete team, use behavioral profiles that best suit each role.
If you want to know exactly who to hire, read this article: What is the ideal salesperson profile for your company?
The cool thing about the executor profile is that it is a real wildcard within your team, and can play any role. In other words, if the goal is to get things done in a timely manner and hit goals, call Uncle Marcos!
If you have any questions about the executor profile, comment below or send me an email: firstname.lastname@example.org.
Now, if you want to know step by step how to build a complete team, there’s an ebook here that can help you. Just click on the image to download it for free.