![]() Average or core performers comprise similar amounts across all five types. However, this sales rep profile has the lowest proportion of star performers, at only 7%. These reps have enjoyable conversations - they seek to satisfy customer demands and resolve tension. The most prevalent rep profile is the “Relationship Builder,” and this makes sense to most sales leaders. Each profile is characterized by a specific set of skills and behaviors that define how reps interact with customers. The data revealed five distinct profiles of sales professionals. What do these star performers do, and how can those actions be translated to other reps? To figure this out, Gartner surveyed over 6,000 sales reps and assessed star and average performers across 44 different attributes. ![]() What star performers doįor many organizations, a few star sales performers drive the majority of revenue. It’s not just about selling something anymore,” says Brent Adamson, Distinguished Vice President, Advisory, Gartner and co-author of The Challenger Sale, Taking Control of the Customer Conversation (Portfolio/Penguin, 2011). “Sales organizations can increase business by challenging customers - delivering customer interactions specifically designed to disrupt their current thinking and teach them something new. Sales organizations can increase business by challenging customers In this environment, sales reps must deliver a purchase experience that transcends product features and benefits to win sales and retain business, or risk becoming irrelevant. Customers are coming into seller interactions with preconceived ideas about what products and features they want to buy and how much they’re willing to pay. ![]() Gartner research found that customers are more than halfway, 57%, through the purchase process before they have the first meaningful contact with a seller. This creates a more complex purchase process that places a greater burden on both the customer and the rep. Customers approach most purchases armed with more information and choices than ever before. ![]()
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