The Challenger Sale: What It Means For Your Business


The Challenger Sale presents new sales thinking from the Corporate Executive Board.  Based on research conducted with over 6,000 sales reps across geographies and industries, results reveal that sales reps fall into one of five profiles:

  1. The Hard Worker
  2. The Problem Solver
  3. The Challenger
  4. The Relationship Builder
  5. The Lone Wolf

Of these, the Relationship Builder is the profile most companies expect to be successful, but is in fact the least successful profile in today’s selling environment.  Instead, the Challenger is the most successful by a mile.  The Challenger is the person who really understands how to improve business performance better than the business (s)he is selling to.  The good news is that much of what makes a good Challenger can be taught and nurtured with the support of the wider selling organisation.

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