How Do You Match the Right Sales People to Your Customers?
Really successful sales managers recognize that customers should drive who they hire.
“By matching sales approach and profiles to customer needs, we were able to understand where our clients and prospects were, modify our marketing materials and sales approaches, and implement changes… we were successful.” – J.B.W., V.P., Mature Markel Group, MetLife
They understand that customers have differing buying needs, and they also know that sales people have different preferred selling styles . . . and no amount of training can motivate a sales rep to alter their preferred style, at least in the long run.
For example, a sales person that excels at teaching customers new operating methods rarely last long taking orders from expert customers that just want great service.
It breaks out this way:
For Customers Wanting Expertise/Problem-Solving/New System Solutions:
These customers are usually Vice Presidents or Directors of major business processes. They are pressured to install new methods that reduce costs or increase revenue, although they are concerned about change. They want to walk before running and ROI is extremely important. They prefer experts that can custom design solutions, supervise installations, train operators, and measure results. Read More >>
View Test Profiles:
Territory Consultative Product Sales Rep | Territory Consultative System Sales Rep
Outbound TeleMarketing Rep | Product/Services Specialist Sales Rep
System Specialist Sales Rep | Outbound TeleSales Rep
For Customers Wanting Service/Trust/Quality/Existing Applications & Components:
These customers know what they are doing. Many have gained their expertise from working at earlier times with more consultative sales types. These operational managers are mostly concerned about getting their orders fulfilled on time by well know companies. They need to develop deep personal relationships with their sales people, relationships where the sales rep becomes the customer’s greatest advocate. Once having earned the customer’s trust. Read More >>
View Test Profiles:
Indirect Sales Rep | Inbound TeleSales Rep | Customer Service Rep |
Product/Transaction Specialist Sales Rep
For Customers Wanting Product Knowledge/Availability/Time-Critical Transactions:
These professional buyers seek the commodities that keep their companies operating on a daily basis. Only two needs drive their decision-making: lowest price or convenience. They typically buy from major suppliers that have formed from consolidation over long periods of time. Read More >>
View Test Profiles:
National Account Management Sales Rep | Territory Relationship Product Sales Rep | Territory Relationship System Sales Rep
For Customers Wanting Special Applications:
These executive can sign off on the very largest expenses for new products/services that have yet to achieve any true market traction. They always wants the newest technologies and gadgets. They will justify their purchases as a strategy to gain a competitive edge in their markets by being the first to offer these new approaches. In reality, they seek permission to satisfy their egos . . . they pride themselves inj being “early adopters.” Read More >>
View Test Profiles:
Strategic Account Manager | New Business Development Sales Rep
Growth Resources also provides an Interview Guide based on your Success Profile that includes specifics on what to look for and the questions to ask.
