1.
,3.‘
Intuitive , /
Large ego 1‘: ‘:
Impatient _, i'r: “‘. V /44'"
It)‘. -—"V'7 -I
T ‘<t; -~tr” X
Very competitive
Extroverted I V
' I
“'/ i‘/ " _ .4 ‘fillltfilj
, ,, ~
Emotional
Passionate
Top producer
‘ J Analytical
I) ’ '/ r Logical
I , . I Patient
‘x V /
i ‘ i
or ‘r
/ l I
Quietly competitive
Internal passion
- Breakdown -
This person is a top performer who has a very
Type ‘A’ personality. He or she gets deals
done, but sometimes stresses the supporting
elements within the organization.
The Technician
F“““"““‘”""I
Process—oriented
Perceives sales
as easy
Sees everything
in black and white o. .. it -" 5-.
/ “ I all “
/ r/ I I I‘! “I
! ‘ '. 'l‘ I liiéi‘. :2“, /
Has trouble '
connecting
the dots A
Does not get results
This person possesses ideal characteristics.
He or she is a top performer who aligns well
with the organization, uses resources wisely,
and delivers results consistently.
The Caretaker
[T Sleeping
professional
Passive-
aggressive
Stuck in
comfort zone
Inconsistent producer
- Breakdown -
This person does not do the hard things
required to become successful. Prior
successes have largely been ”set—ups” or
cycles where others contributed significantly
to a success. Accountability is lacking, and
lack of performance is always due to territory,
the product, or timing. This person needs to
enhance their game, or be managed out.
This person has potential, but is stuck in a
comfort zone that renders their performance
between deficient and average. This person
needs to take risks, become more open
to coaching, and needs to change their
game. In doing so, they can become the
Professional. If not, a ”farming" role may be
suitable.
You should hire
THE PRFESSIONAL
. n‘
“In openview
@OpenViewVenture
www. labs. openviewpartners. com
The Professional is an ideal hire for any sales role
that is focused on generating new business.
While there may be times when you want to hire
the Producer, this person is best suited to a
hunter role. Keep in mind that different
personalities require different types of
management styles.
Infographic by
@RachelWorthman