You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.
Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.
So what kind of salesperson are you?
The Farmer and the Hunter
The Farmer is the type of sales person that nurtures and cares for a customer. They build a relationship with the customer and through excellent customer service and a deep understanding of what makes the customer buy they position themselves to receive additional sales. Typically this type of salesperson gets new customers through inbound marketing and referrals. They rarely leave the “fields” they know and find new customers on their own.
The Perfect Role for the Farmer:
Hire this type of sales person if you have a large customer base that you want to grow your sales with. Finding new customers will be less than 10% of the job. Growing sales with existing customers will be 90% of the job.
The Hunter never stays in one place for too long. The Hunter is always on the move “tracking” the next “kill” or in other words, the Hunter is always chasing the next deal. The Hunter is looking for new customers all the time. The Hunter doesn’t do well if he is required to call on the same customers over and over again. The Hunter also is not particularly interested in customer service or even a relationship with the customer. The Hunter is good at building rapport but that is not with the objective of building a relationship, it is with the objective of making the “kill” or in other words landing the deal. Once the deal is done the Hunter moves on.
The Perfect Role for the Hunter:
Hire this type of sales person if you need new customers. Finding new customers will be 90% of the job. Growing sales with existing customers will be 10% or less of the job.
The Delivery Driver, the Product Person, and the Deal Maker
The Delivery Driver
The Delivery Driver is like the Farmer in many ways. This type of sales person is usually outgoing and friendly so relationships form quickly between the salesperson and the customer. People like this type of person and so if this type of salesperson shows up often enough customers buy from them. This salesperson will often deliver orders (saving shipping costs) and use the delivery’s as motivation to make a sales call. They will often create a route and consistently visit the same customers on the same day, week after week, month after month, year after year.
The Perfect Role for the Delivery Driver:
Hire this type of sales person if you have existing customers that expect regular visits and support from your sales people. Finding new customers will be 20% of the job. Growing sales with existing customers will be 80% of the job.
The Product Person
The Product Person is very analytical, often is introverted, and typically has worked for the company for a very long time. They know the company and the products inside and out. They build rapport with their customers by finding ways to apply their knowledge to solving problems the customers are having. Once they have provided that knowledge they feel their job is done and grateful customers often do buy. The Product Person often becomes a valuable member of the customer’s team and works as an unpaid consultant.
The Perfect Role for the Product Person:
Hire this type of sales person if you sell complex products to existing customers who expect technical support from your sales people. Finding new customers will be 10% of the job. Growing sales with existing customers will be 90% of the job.
The Deal Maker
The Deal Maker is similar to the Hunter but differs in one major way. The Hunter is a pure sales person but the Deal Maker is often more of a blend of a salesperson and an executive. Deal Maker’s often are promoted to the C-Suite as a VP or CEO. They focus on big deals and are not interested in doing customer service roles personally. They will find others in the organization to delegate these kinds of tasks to. This frees them up to focus on the more important work of finding and closing big deals.
The Perfect Role for the Deal Maker:
Hire this type of sales person if you sell complex products to new customers. Also, make sure that you have a support team to work with the Deal Maker. Finding new customers will be 90% of the job. Growing sales with existing customers will be 10% of the job.
These are just a few of the common types of sales people out there. If results are less than stellar it may be that your sales team is not matched to their ideal roles. An analysis of the company’s needs and the type of customer you are targeting will provide you with a roadmap to putting the right type of sales person in a position where they can be successful.
When you match the role to the sales person not only do your results dramatically improve but also your morale in the company dramatically improves. The salespeople are happier, the other employees that support the salespeople are happier, and your customers are happier. Everything works much more smoothly and revenue and sales will climb.
Thank you for reading this article, please share it with your social network, follow the blog so you don’t miss new articles, and feel free to comment as well. You can contact me by going to the Contact Page.