Can Your Team Become Challenger Types?

Can Your Team Become Challenger Types?

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles (detailed here) based on research of 6,000 individuals. They are:

Lone Wolf
Hard Worker
Problem Solver
Relationship Builder

The research in the book indicates that individuals with a Challenger profile will outperform all other profile types. Good so far.

Constructing Tension

The book also presents the concept of Challengers building “constructive tension” using three elements:

Teach – Offers unique perspective and maintains two-way communication
Tailor – Knows customer value drivers and identifies economic drivers
Take Control – Is comfortable discussing money and can pressure the customer

The premise is […]

Sales Manager Clean Slate Checklist for the New Year

It’s a new year! One filled with hope and promise – a clean slate – and, yes, new sales goals. Hopefully, you experienced a good year last year and got to celebrate a little or even a lot. Now, it’s time to move on to attacking the goals for this year.

Here is a quick checklist for sales managers to make sure you have everyone focused correctly.


Each individual salesperson must know what’s expected of them regarding sales. This includes where the sales need to come from – will it be from new clients, an expansion of existing clients, or some combination […]