THREE KINDS OF SALES REPS: ENTERTAINERS, COLLABORATORS AND COMPETITORS

Over the past 25 years or so, I have noticed that sales folks fall into one of three general categories; entertainers, collaborators and competitors. No, I have not done a study, commissioned research, surveyed, or done anything remotely resulting in "scientific" findings. These are my feelings based upon my experience:

Entertainers tend to be outgoing, gregarious, friendly folks who are likable sorts and fun to be around. They're good at dinner, golfing, telling a joke, remembering birthdays, and the name of your fourth son. They're not necessarily the sharpest tool in the shed but most of the time they know their products and they tend to be very loyal to their customers. They also assume they "own" customer relationships based upon their likability. They do not deal with rejection well because they like to be liked (which is why you find many alcoholics in this group). But they are willing to ask for the order. They enjoy working on commission and make a good living. While they are loyal to their own enterprise, entertainers switch jobs often "taking" their stable of customers with them. Men dominate this category.

Collaborators tend to be nurturing, creative folks who dislike conflict, look for common ground and strive for win-win relationships. They are bright folks who are really good at getting stuff done and have a great deal of empathy which allows them to always "see the other side". Collaborators are customer focused and place the needs of the customer above the needs of their own enterprise. They will not do anything that they feel will be unpopular with their customer - and will fight tooth and nail for their customer's rights (they never fight tooth and nail for the rights of their enterprise). Collaborators will not ask for an order (the customer will give it to me when he's ready or the time is right). They hate rejection. They will not work on commission and demand the safety of a regular  paycheck. They jump ship quickly if times get tough or they think a competitor can offer better. They have no loyalty to the enterprise. Men and women are equally represented in this category.

Competitors like to win. Selling is a conflict for them with a winner and loser. They tend to be aggressive, sharp, serious, disciplined hard workers and students of their industry, competition and customers. The enterprise is their home. It's the home team. They are very loyal to the home team and will fight tooth and nail for the rights of their enterprise (There is also a lone wolf mercenary version of the competitor). They are challenged by adversity. Rejection is viewed as a challenge - nothing personal. They look for common ground only when it serves the purpose of the enterprise, and they assume their customers are bright enough and competitive enough to look out for their own needs. They will only work on commission and tend to consistently make a lot of money. They have a strong set of values regarding right and wrong. The competition is the enemy. Customers are targets of opportunity. Profit is king. Men dominate this category.

Yes, there are shades of grey. Some sales folks demonstrate parts and pieces from each of the three categories. But I think the categories hold up pretty well as starting points. Comments are open. Agree? Disagree? Other categories?

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Comments

[Mike Sigers]

I asked my wife to read this and she agreed that I exhibit all 3 tendencies at one time or another.

Maybe that's why I've been as fortunate as I have been.

Dang good post, now I'm gonn ahve to go do a post to alert my readers to it.

Dang it Smock, my fingers are tired, quit writing such fine material !

[Mike Smock]

Thanks Mike... Give me a holler when you get out to San Francisco. We should get together.

[Mike Sigers]

Will do.

If you get near Louisville, dinner's on me.