Relationship sellers want independence–the freedom to be their own boss. They will exercise discipline and take responsibility for themselves. They become resistant if sales managers get in their way, or if management tries to change the rules and control their selling environment too much. They will be loyal if not manipulated unfairly, but will rarely be team players, no matter what they say.
Relationship sales people are often small entrepreneurs, most of whom get into sales accidentally. A recruiting key is to locate people who started, or tried to start, their own businesses, or who worked in situations where there was relative autonomy. They typically can be found with competitors, distributors, and working for customers. They are usually politically “right” or conservative in orientation and participate in sports because these are competitive activities.
© 2010 Growth Resources, Inc.