The first step in defining a sales position is to determine the sales style. Sales style is “how” you go to market, or how you “want” to go to market. There are four basic sales styles which are determined by two key factors: 1) Length of sales cycle and 2) Customer demand.
1. Unique Value – Short sales cycle, Create demand
2. Consultative – Long sales cycle, Create demand
3. Account – Long sales cycle, Fulfill demand
4. Commodity – Short sales cycle, Fulfill demand
Each style requires different competencies and behaviors, so success in one does not necessarily translate to success in all.
If you have an underperforming sales rep, perhaps the individual’s sales style does not match up with the position’s sales style. Assessments are routinely used in our SalesScore hiring process to determine if sales reps fit your company’s sales style.