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 […]