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5 Profile Types That Sales Reps Fall Into
Snapshots Infographics / Sales Management / Nov 25, 2016 / Posted by John Golden / 11462

5 Profile Types That Sales Reps Fall Into


Five Sales Rep Profiles

The Challenger Sale presents the findings of a survey of hundreds of frontline sales managers across 90 countries. This research revealed some interesting findings. To start with, the survey revealed that almost every B2B sales rep falls into one of five profiles.

Understanding your profile helps you understand yourself, and how to target your skills to be a better salesperson. This study also analyzed the percentage of salespeople that fall into each group, and how likely they are to close a sale when the environment is highly complex. If you find yourself in a category with a low percentage, having insight into how your personal traits might be altered to fit a profile type with a higher success rate.


  1. The Hard Worker: The hard worker makes up 21% of salespeople, and they have a 10% chance of closing a sale in a high complexity environment.
  2. The Relationship Builder: The relationship builder accounts for 20% of salespeople, and in a high complexity environment, they have only 4% chance of getting the deal.
  3. The Challenger: This type of profile tips, the challenger, matches 27% of sales reps. They are the most likely to close a sale in a high complexity environment with a 54% success rate.
  4. The Lone Wolf: Lone Wolves make up just 18% of a sales team, and are about 25% likely to close a sale in a high complexity environment.
  5. The Problem Solver: Last and least! The problem solver is the rarest kind of profile, with only 14% of salespeople matching the profile of a problem solver. They aren’t very likely to close a sale in a high complexity environment with a 7% success rate.

Sales Reps: Do the Right Thing and Advice for Brand New Sales Reps are a few of SalesPOP!’s many articles that will be of great help to new and old sales reps alike!

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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