Those are the lone wolves who are celebrated. These individuals are the stereotypical no process, tend to not listen to leadership, and somehow manage to hit their numbers. While these are valuable skills they do not consistently lead to high performance.Īnother popular sales style is the lone wolf. Other sales profiles focus on highlighting product features, asking lots of questions, or building relationships. In addition, helping a client understand what could impact them in the future that they may not have considered. The challenger sale is about bringing valuable insights to every interaction. While it is likely most salespeople exhibit many of the profile traits the key to being successful comes to find new ways for clients to view the world. They focus on providing alternative viewpoints to business problems.

These individuals approach selling in a way that provides value to clients through education. The Challenger SellerĪs the title aptly references, the group that consistently performs is the challenger seller profile. Ultimately, there is a group that consistently produce higher sales performance. The authors categorize different types of sales personalities and what differentiates each group. The Challenger Sale is all about sales productivity and what traits make the best sales professionals.

The challenger sale lone wolf