On this week's episode of Open Source Selling, I discuss the five types of sales reps as outlined in the book, The Challenger Sale. To help explain the importance of why you should know which type of rep you are and the value you can bring an organization, I draw from the wisdom of John Bunn, legendary Stanford basketball coach who said, "A great coach doesn't try and change a great player. Instead, [he] discovers what is unique, what is great, about people and honors it, is happy for it, uses it."

This is true in business and sales as well. The best managers recognize what is great and unique about each rep on their team, the different selling styles, and looks for ways to help magnify their respective strengths and mitigate against their weaknesses. This helps accelerate the reps potential and performance. But in order to do this most effectively, reps must understand and embrace their own style of selling, understand their strengths and weaknesses, and be able to be coached accordingly!