{"id":473,"date":"2015-10-05T15:01:30","date_gmt":"2015-10-05T09:31:30","guid":{"rendered":"https:\/\/saleschakra.com\/en\/?p=473"},"modified":"2016-09-15T18:16:40","modified_gmt":"2016-09-15T12:46:40","slug":"what-type-of-sales-reps-are-the-rainmakers","status":"publish","type":"post","link":"https:\/\/saleschakra.com\/en\/what-type-of-sales-reps-are-the-rainmakers\/","title":{"rendered":"What type of sales reps are the rainmakers?"},"content":{"rendered":"[vc_row type=&#8221;in_container&#8221; bg_position=&#8221;left top&#8221; bg_repeat=&#8221;no-repeat&#8221; parallax_bg_speed=&#8221;slow&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; class=&#8221;para&#8221;][vc_column][vc_column_text]A few pages into <a title=\"the Challenger Sale\" href=\"http:\/\/www.executiveboard.com\/exbd-resources\/content\/challenger\/index.html\">this book<\/a>, I am already thrilled by its findings. The Corporate Executive Board\u2019s (CEB) findings after few years of research on stellar sales performance is nothing but counter-intuitive. Its no surprise that recipe for success that works in down economy is the same that works in complex sales model. However, of the 5 buckets of sales people \u2013 the Hardworker, the Challenger, the Relationship Builder, the Lone Wolf, the Reactive Problem Solver, it seemed hard to believe that the Relationship Builder fares the worst. While this book will explore in detail about the ones that matter \u2013 the Challengers, it only highlights that Relationship Builders are focussed on the wrong game. (PS: I am also convinced on the factor analysis they used to bucket forty-four attributes into these 5 bucket types).<\/p>\n<p><a href=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/challenger_ss.jpg\"><img decoding=\"async\" class=\"aligncenter size-full wp-image-484\" src=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/challenger_ss.jpg\" alt=\"challenger_ss\" width=\"449\" height=\"94\" srcset=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/challenger_ss.jpg 449w, https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/challenger_ss-300x63.jpg 300w\" sizes=\"(max-width: 449px) 100vw, 449px\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<p>The key thing that remains with me after the first few chapters is the 3 attributes of the Challenger \u2013 they <em>teach<\/em>, they <em>tailor<\/em> and they <em>take control.<\/em>\u00a0In my experience at salesforce.com, it suddenly comes as an forceful realisation that those deals where I demonstrated teaching, tailoring and taking control attributes, I (almost) never lost those deals. From the word go, I had a strong rapport with the coach \/ management in the discussion where I could \u2018teach\u2019 them how to be better in their own business (rather than providing a solution to their problem). Most deals covered multiple stake-holders and I presented key drivers and values corresponding to those stakeholders. (In one particular finance sector related deal, I created one-pager value proposition for the audience to my presentation. In that room, we had 3 different role-groups available and I remember that those Value Prop documents resonated with each of those groups based on differentiations that I had created).<\/p>\n<p>Finally, as again the retrospective AAha pointed out by Challenger Sale, I managed to create a constructive tension by challenging the stake-holders to envision the new improved processes. I took control. And as soon as these three attributes skillfully, I knew I had locked those deals even a month in advance.<\/p>\n<p><a href=\"https:\/\/www.cebglobal.com\/\" target=\"_blank\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-483 size-full\" src=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/ceb_5p_sales_reps.jpg\" alt=\"ceb_5p_sales_reps\" width=\"610\" height=\"458\" srcset=\"https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/ceb_5p_sales_reps.jpg 610w, https:\/\/saleschakra.com\/en\/wp-content\/uploads\/2015\/10\/ceb_5p_sales_reps-300x225.jpg 300w\" sizes=\"(max-width: 610px) 100vw, 610px\" \/><\/a><\/p>\n<p>I am excited to delve deeper into this book. But I am sure that the learnings in first few pages is of tremendous use in any engagement when you want to be influential \u2013 teach, tailor and take control. When you invest, the customer invests doubly (in $$$) with a leap of faith.<\/p>\n<p>Check out video below:[\/vc_column_text][\/vc_column][\/vc_row][vc_row][vc_column width=&#8221;1\/1&#8243;][vc_video link=&#8221;https:\/\/youtu.be\/ibJQhFoQ3N8&#8243;][\/vc_column][\/vc_row]\n","protected":false},"excerpt":{"rendered":"<p>E<\/p>\n","protected":false},"author":1,"featured_media":3037,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[56,40],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>What type of sales reps are the rainmakers?<\/title>\n<meta name=\"description\" content=\"When you invest, the customer invests doubly (in $$$) with a leap of faith.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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