Continuing the Challenger Conversation

Over the past several years, I have had continuous conversations about the Challenger Sales Model with companies of every size and from every industry.  This research is literally transforming the way that sales leaders think about supporting and enabling their sales organizations.

For those unfamiliar with this research, after analyzing several hundred sales professionals, we found that your sales reps/account managers fall into one of five behavior/skill profiles:

The Hard Worker
The Problem Solver
The Challenger
The Relationship Builder
The Lone Wolf

And the key finding?  One of these profiles – the Challenger – dramatically outperforms the other four, especially in higher complexity sales environments.

While it’s good to KNOW which profile is winning, the challenge for sales leaders (no pun intended) is HOW do we BUILD more challengers?

For my next conversation, I’ll be hosting a webinar with SAVO on May 8 – where I’ll discuss why Challengers win and how companies can build the Challengers they need to drive customer loyalty and higher growth.