THE 10 TYPES OF SALES REPS ON EVERY TEAM
Which one(s) are on your sales team?
After managing hundreds of Sales Reps with:
· Different Personalities
· Different Motivations
· Different Problems
The same 10 archetypes kept showing-up,
so we learned how to spot them
and exactly how to lead them.
2. THE UNICORN
2. THE UNICORN
2. THE UNICORN
Elite skill. Elite effort. Elite results.
Whatever they touch turns to gold.
Rep role? Crush it! Leadership? Crush it! Enterprise? Crush it!
Highly resourceful. Figures it out.
These usually become entrepreneurs.
They outgrow every company eventually.
Rare. Protect them at all costs.
2. THE SAVAGE
2. THE UNICORN
2. THE UNICORN
Top producer. Toxic human.
Wins deals. Burns bridges. Oversells accounts.
Doesn't help teammates. Only cares about looking good.
Top of the leaderboard.
Worst teammate on the floor.
Results don't justify the damage.
May eventually have to fire them.
3. THE GRINDER
3. THE GRINDER
3. THE GRINDER
Skill? Okay.
Effort? Unmatched.
First in. Last out. Outworks everyone.
Doesn't close the big deals. Doesn't need to.
Hits number every single month. Every single quarter. 10 years in a row.
Consistent. Reliable. Invaluable.
You can always bank on them.
4. THE COASTER
3. THE GRINDER
3. THE GRINDER
High Skills. Low effort.
They believe talent will carry them. Sometimes it does.
Killer Q1. Dead Q2. Dead Q3. Miraculous Q4.
Hot and cold. Stressful to manage.
Eventually their luck runs out.
Talent without effort has a shelf life.
Three bad quarters in a row and they're gone.
5. THE DUCK
6. THE PLATEAU
6. THE PLATEAU
Looks the part. Sounds the part. Dresses the part.
Smooth on the surface.
Paddling like crazy underneath.
Tells you exactly what you want to hear.
Never follows through.
The most dangerous archetype.
Hard to spot until it's too late.
6. THE PLATEAU
6. THE PLATEAU
6. THE PLATEAU
Hits their number once. Then stops.
They have a personal income goal. Once they hit it, they coast.
$150K earnings target? They hit it in Q2 and basically stop working.
No hunger. No drive to grow.
Comfortable with mediocrity.
They'll never be a problem.
They'll never be great either.
7. THE STRATEGIST
8. THE FIRESTARTER
8. THE FIRESTARTER
Brilliant deal design. Sophisticated navigation.
Sees the whole chess board,
but they overthink everything.
Master plans never launch.
Analysis paralysis sets-in.
Great in theory. Stalls in execution.
Needs a leader who forces action
8. THE FIRESTARTER
8. THE FIRESTARTER
8. THE FIRESTARTER
Explosive start. Banger Q1. Momentum machine.
Then they fizzle-out.
They grab all the low-hanging fruit fast.
Then they don't know what to do.
Pipeline dries-up. Energy dies.
Q3 is a disaster.
Needs systems to sustain what they started.
9. THE DEPENDENT
9. THE DEPENDENT
9. THE DEPENDENT
Needs constant structure. Constant direction. Constant check-ins.
Without micro-management, they drift.
They can perform,
but only if you're on them every single day.
Exhausting to lead.
Dangerous to hire.
If you have to push them that hard, they're not the right fit.
10. THE RISER
9. THE DEPENDENT
9. THE DEPENDENT
Not elite yet. But they're close.
Super coachable. Learns fast. Deploys faster.
Teach them something at 9 AM. They're using it by 10 AM.
High ceiling. Hungry.
Willing to outwork their skill gap.
Hire for this. Develop for this. Bet on this.
These become unicorns.
EVERY SLAES TEAM HAS SOME COMBINATION OF THESE 10 PERSONALITIES
The question is not which one(s) you have.
It is whether you know how to manage and
lead each one to their peak capabilities.
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