Finding the ideal salesperson profile is something that excites sales managers in any company!
It’s hard to believe, but many still believe that there is a born salesperson. That person with the ability to sell even spoiled fruit.
This may even be true for simple sales, where emotion drives the buyer’s decision. But when we are talking about complex sales, the reality is not that simple!
In fact, some of the most successful B2B sellers I know wouldn’t make it to the top 5 in a department store. Do you want to know why?
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- Ideal Seller Profile: How Do Different Characteristics Make the Best Seller?
- Behavioral profile for sales: which ones are best to form my sales team?
Ideal Seller Profile: How Do Different Characteristics Make the Best Seller?
First, you need to understand what behavioral profiling is. It is from this that it is possible to identify and evaluate the competencies and potential of each professional.
To find the information you need, you can use several methodologies. And one of them, DISC, provides us with some very interesting data.
With it, we were able to detect 4 macro profiles and much other information related to motivation, the influence of the work environment on employee performance, among others.
And we, who have been working in this industry for several years, have realized that there is no perfect formula to form the perfect salesperson.
Those who have the best results have a set of basic characteristics but perform them differently on a daily basis.
It takes lip service to generate rapport, patience to negotiate terms that are advantageous for both sides and, above all, the activity to carry out the thousands of follow-ups necessary to make good sales.
And look, I mentioned just a few success factors. Let’s dive into profiles?
We can say that it is the most hands-on profile existing. Extremely competitive, its profile is to seek goals, however difficult they are to achieve.
It is dominant, courageous, but tends to be authoritarian in extreme cases. We can say that this happens due to your desire to win or even reach a goal.
As already mentioned, challenging goals is up to him. This type of profile does not need constant tutoring. Just train, follow through at the beginning, and then wait for the results to arrive.
Tends to have a fast ROI and move quickly in your commercial career!
Your competitive spirit can set you apart from other high-performance sellers. Because he sees them as adversaries, he tends not to share all his knowledge.
Also, when he sees that someone on the team is holding him back from achieving his results, he doesn’t think twice about going over the top.
In the end, although you don’t need daily follow-up, it’s always good to check on your interaction with other team members.
As the name implies, he is extremely communicative, has great charisma and persuasive power.
Like new challenges and projects. Relates with extreme ease, something that is usually very good for the organizational climate of any company.
Putting these factors together, he is extremely easy to “seduce” new customers. He is the one that tends in the short term to have the best conversion rates, especially in Brazil, where the relationship has a great influence on closing new accounts.
Usually ramps up quickly in the short term. Without understanding the value proposition very well, this type of professional can sell.
This is due to their ease of communication, which generates a lot of rapport with the lead, making them easily open their problems and challenges.
Furthermore, in an environment like the commercial, which is extremely dynamic and works with aggressive goals, having a “group player” can be the differential for a slightly calmer atmosphere.
He is a famous dream seller. To sell, he is more likely to sell something with misaligned expectations.
Being overly optimistic, he can sometimes see short-term potential in the product beyond the ideal.
Furthermore, it tends to be dispersed in environments where there is no very clear and defined process.
In the short/medium term, it requires a lot of attention from the manager to absorb the processes and evolve the results quickly.
We can say that it is the calm sea in a land of storms. Compared to executors and communicators, the planner is much more stable and constant.
Famous for thinking a lot before making a decision, he hardly regrets a decision made, as he evaluated the scenarios well before acting.
He is extremely constant. If the designed process is well structured, it will tend to hit the target every time.
In addition, he will hardly have a problem of aligning expectations when selling. Being very conservative, it’s out of his nature to sell the dream to your leads.
Improvisation is not with that profile. Much more used to following clear processes. When a sales challenge arises, usually a situation that requires flexibility, he usually doesn’t do very well.
And because he is very conservative, he will hardly seek until the end to reach a bold goal!
Due to these profile characteristics, normally your work tends to be more constancy than extremely off-the-curve results, which is not a bad thing, but it prevents you from closing key accounts more frequently.
We can say that it is a data-driven of process. He always tends to analyze all the information he has before making a decision and is extremely meticulous.
In addition to having excellence in repetitive processes, their work also tends to have a high degree of perfection.
But unfortunately, they tend to succumb to pressure easily.
Because they are very perfectionists and handle repetitive processes well, they tend to have a steady long-term result.
They are calm enough to touch some points of the commercial process in their details, so, if well allocated, they can bring excellent results.
As he is a very perfectionist, he may not be so attached to productivity, which can be a problem in the medium term.
Another aspect is that you can become extremely unmotivated when some point of your work is not valued. Because he spends a lot of time on his activities, he tends to require a little more attention!
Also, it doesn’t usually do well in high-pressure environments.
Behavioral profile for sales: which ones are best to form my sales team?
The answer to that question may be a little disappointing, but it is: it depends.
It depends a lot on the market in which the company is operating, the level of complexity of the solution offered, the need to prospect multiple contacts and generate high-volume leads. Finally, several aspects influence the choice of the best ones for each function.
But overall, some profiles TEND to yield better results for some functions.
We have the example of the executor for any of the positions related to sales (prospecting, qualification, and closing) and the analyst for commercial intelligence.
Hybrids also perform well in these functions, but they should carry some traces of the two profiles I mentioned above. In the case of sales, the pro-activity and willingness to hit the executor’s goals and appreciation for analyst data analysis.
In the end, it is up to the manager to verify the company’s panorama to know which will be the best pieces for his commercial team.
And your company, how have you been hiring for the commercial area? Have you taken these factors into account when carrying out the selection processes? If not, that might explain why things aren’t going as planned, reader.