Sales Success Profiles for Special Applications
NEW BUSINESS DEVELOPMENT (“Hunter”):
Primary Function: Develop new clients then transition them to Account/Client Managers.
Sales Success Factors: Demands sales people who can develop referrals and leads, penetrate prospects and customers to find new opportunities, solve business problems, be willing to work long hours as well as effective close deals.
STRATEGIC ACCOUNT MANAGER:
Primary Function: Takeover client relationships and business planning responsibility with major clients to build a partnership for additional customer opportunities.
Sales Success Factors: Build strategic relationships with major customers through initiative, a willingness to work long hours, proactive client assistance and support, a willingness to further develop state of the art technical competence, and an emphasis on sharing information that will have lasting educational impact.
SALES BEST MATCH:
Primary Function: To determine where a sales reps “best match” will be.
Sales Success Factors: Candidate is assessment for all of the sales success profiles and scored on each one.
CUSTOM PROFILE:
Primary Function: For unique sales process/sales roles not covered by previous validated profiles.
Sales Success Factors: Developed via special validation studies for specific companies.
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