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Territory Consultative System Sales Rep Profile:
Compare High Performers to Low Producers

Position Overview: Requires the ability to identify key prospects and tailor sales presentations to meet specific customer needs; this is driven by a genuine interest in helping customers and the ability to work long hours to find new leads and ensure customer satisfaction.

Predictive Skills: Six characteristics will predict sales rep success in this sales position. Review below how top sales performers will differ from lower performers.


Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering


  • Methodically and regularly networks to develop a prospect list, regardless of the number of leads in the sales funnel
  • Develops a frequent and familiar personal profile in organizations or activities that attract the interest of prospective customers
  • Recognizes opportunities to uncover hidden or less obvious prospects by monitoring the competition and keeping on top of market conditions
  • Remains pragmatic and objective, versus intuitive and emotional, believing that the payoff comes from steadily working the numbers regardless of how he feels at the moment
  • Hard-driving and persistent, and tends to downplay social involvement that may interfere with or drain time from his prospecting efforts
  • Organizes contact information in order to systematically follow up on leads


  • Limits networking opportunities by being drawn into social or casual interactions, or by spending time with people he enjoys or are already known to him
  • Waits for prospects to raise their hands, believing that marketing efforts or the product/service itself will attract interest
  • May limit his networking efforts to those times when the sales pipeline is empty
  • May be inconsistent in creating and following a process that systematically and continually casts a net with the expectation of eventual success
  • Becomes frustrated or discouraged if a successful ‘hit’ is not achieved in a fairly short period of time
  • May be satisfied with ‘cherry picking’ and find it tedious to churn through a stream of new contacts to identify the warm or lukewarm leads


Uses a formula or series of questions to determine the prospect’s fit with the product; expects to sell to the majority of prospects since they are known to need the seller’s products; reacts quickly and objectively to the answers to standard probes by disqualifying the prospect or proceeding through the selling process


  • Probes with tough questions around profitability, capacity and readiness to buy when evaluating a prospect for potential business opportunities
  • Uses a formula approach to qualifying prospects that addresses typical interest points, such as price and ability to deliver
  • Does not allow his time to be consumed by prospects who should be disengaged or deferred based on the quality of business they will provide
  • Remains emotionally detached from the prospect’s situation, allowing him to stay objective in assessing the potential for profitable business


  • Uses his interest in a prospect’s needs or problems or his compatibility with contacts as the criteria for spending time with them in the selling process
  • Finds it difficult to narrow his focus to the quality as opposed to the quantity of the business available
  • Exhibits too much optimism and not enough pragmatism to cut loose potential business that would not be profitably serviced
  • Finds it difficult to be objective in assessing the potential of demanding or challenging contacts


Excites the customer with an enthusiastic presentation style; demonstrates value and actively promotes products and services by making an emotional appeal; holds the customer’s attention and interest by keeping the presentation content relevant; varies style to build toward a buying decision


  • Makes formal presentations that focus on creating an impact while communicating information
  • Has the potential to capture and hold the audience's attention
  • Takes charge and keeps control of the information being communicated through a presentation that is polished and rehearsed
  • Varies his style and content to appeal to the audience
  • Projects his enthusiasm about a solution to the audience, moving them closer to a buying decision
  • Monitors audience response and adjusts his presentation to stay on target


  • May be more comfortable with establishing a dialogue that emphasizes listening and an exchange of ideas than with making an impact on the audience
  • Uses presentations to entertain rather than inform or persuade
  • Sticks too closely to a script and does not vary the content or emphasis to address the needs of each audience
  • Too focused on the mechanics of the presentation itself to pay attention to audience understanding and concurrence
  • Cannot easily adjust to a nonsupportive audience response and may rush an ineffective presentation just to finish it rather than alter the presentation to change that response


Thrives on working; tends to achieve higher results in direct proportion to the time he is willing to commit to his work; remains focused on the goal and is not easily discouraged or distracted; uses work as an opportunity for interaction and incorporates interpersonal contacts into task accomplishment; sees work as a major source of personal satisfaction


  • Commits time and resources to results accomplishment that surpasses what is just acceptable or expected
  • Is dedicated to achieving business results, even at some personal sacrifice
  • Defines himself to a great extent by his work and derives personal satisfaction from his success and accomplishments in his career
  • Builds into his schedule the time required to lay the groundwork and develop the plans for achieving his work objectives
  • Retains control of his objectives by preparing action steps and evaluating his progress
  • Remains focused when the commitment to his work is threatened by internal or external distractions
  • Enjoys finding opportunities to mix personal interaction with goal accomplishment


  • Seeks a balance in his professional and personal commitments that inevitably limits the time and resources devoted to his work
  • Is more inclined to work a set schedule of hours than to commit resources as required by the objective
  • Distinguishes personal time from work and career commitments and is not likely to make consistent sacrifices in his personal life to accommodate extraordinary advancements in his work objectives
  • Becomes distracted by unexpected obstacles or may not effectively plan to deal with his job demands
  • May not recognize that opportunities to advance his goals can be present in the personal interactions that occur in the workplace


Consistently achieves above-average sales results by understanding the customer’s business, empathizing with their problems and setting a plan to meet their needs; tirelessly focuses on building strong relationships with customers by acting on their behalf to work the seller’s internal systems to meet their requirements; sees partnering with customers as the efficient method to reach personal sales career goals


  • Is driven to achieve or exceed targeted results and uses sales as a means to get there; hungry to be a top producer
  • Holds results achievement to a high personal standard
  • Believes in taking personal responsibility for the level of success achieved
  • Is unwilling to have his goal achievement derailed by internal politics or bureaucratic procedures
  • Promotes a sense of partnering with customers
  • Takes the first step to establish a trusting relationship that assures customers of his commitment
  • Is genuinely interested in understanding customer needs and works the company’s internal systems to satisfy those needs
  • Collaborates with a network of support resources to satisfy customer requirements


  • May adopt a casual or relaxed approach that fails to project personal dedication to achieving or surpassing sales targets
  • Can be content with marginal success or lowers goals to reach a level of success that is easier to accomplish
  • May not sustain the intensity needed to consistently meet or exceed sales objectives
  • Wants to be successful on his own terms without tying his efforts or results to effectively fulfilling customer requirements
  • Achieves results that will support his career progression more so than strengthen his partnerships with customers
  • Can be impersonal or detached in his approach to the sales process, minimizing the opportunity to build a customer alliance


Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust sales approach to fit different buyer motivations; influences or persuades others by determining how the other individual can benefit, and then communicates those advantages


  • Will work to acquire the information needed to determine what benefits will motivate prospects to buy
  • Able to use knowledge gleaned about prospect needs to vary sales approach according to different buyer motivations


  • May not be committed to researching what benefits the prospect needs in order to be sold
  • Might not recognize that prospects have different buying motivations and may sell the same way to all people

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