Archetypes of successful and unsuccessful sales managers that will help you become better

What are archetypes and role models?

Depending on the situation or context, we choose role models that we feel more comfortable with.

For example, with our children we are simply parents, patient and warm, while in business meetings, when motivating the team, we become managers, serious, strict and demanding. But if you work in sales and do all this the other way around - you adopt the role of a parent in the meeting, and take the position of a manager with your children, then your roles have been chosen ineffectively.

Choosing the right role in sales is very important. A person who wants to work in this field should listen to mentors, get acquainted with sales methods, features, attend seminars and, based on the information received, choose a certain role for themselves, which they will adapt to when interacting with customers.

Both successful and negative experiences can affect the choice of a role. Along with thorough knowledge of the product, when choosing a role, you should be well aware of the features of each of them.

Money and results

Outdated models are focused on money and results, but if you look deeper into these processes, you will see that money does not provide fundamental motivation. First, it is never enough. Second, you received money and felt a surge of energy, but then the money ran out and you need to recharge again. That is, money is not something that can give you motivation and energy for a long time.

But with money you can still determine the level of motivation. For example, if you are ready to do something without money, then your motivation in this matter is very high and it is much longer-lasting than financial incentives.

As for the result, this motivation will not be effective. If you are in sales, you need to understand that not every relationship with customers ends with a deal. Therefore, if you are focused only on results, this will inevitably lead to an emotional decline. So turn your attention to other aspects.

Let's now consider the old and new archetypes that sales managers are guided by.

Let's start with the old one:

The Wolf of Wall Street

The picture was like this: a sales manager would pick up the phone and start processing each customer and offering them his own product with the slogan - I have to sell everything. Of course, this model has become outdated, because in civilized sales, such pressure can make you lose a lot of good customers who may want your product, but do not like the method in which you sell it. Or it may happen that you sell the product to a toxic customer, who will then write a negative review about you, which will negatively affect your image and business.

SHIRT GUY
This archetype is too kind. When you encounter such salespeople, you will not want to buy anything from them, because they go too far with their cathartic attitude. This approach is also not relevant to modern sales.

Servant

This is a person who works by the motto - the customer is always right. Because of this, he agrees with the customer in everything and does what he is told. This archetype has no motivation. All his resources are quickly exhausted. He cannot work in the sales field for a long time.

Robot

Another archetype that is not very effective. This model is formed by the work environment. When a person is forced to work in an environment where there are strict rules that cannot be broken. The employee must follow instructions, say and do exactly what they are told. Customers feel this type of sales and do not want to talk to a robot.

Tractor

A model in which you are told to do everything, use all methods, overcome all obstacles to achieve results, regardless of whether you like doing it or not. Such an approach leads to stress and rapid depletion of the employee's resources. He loses motivation and interest in the work.

Other professions

Many sales managers transfer their old profession to managing the sales process. For example, a teacher treats customers as his students. He tries to teach them, which often causes discomfort in customers.

This approach is also not good, because it does not bring results, therefore, in modern sales, your attention should be focused on the process.

When you are inspired by the process, you do not need additional stimuli to get energy. At this time, the result is achieved more easily and the processes are intuitively arranged.

New Archetypes of Sales Managers

Expert

In modern reality, the first role of a sales manager is an expert. What does an expert do? The expert has the motto "I know what is best for you". The expert takes full responsibility for the sales process. He is a kind of filter that selects only "his" customers from among people and offers them his products and services. That is, he gets the right to refuse a customer if the offered product does not meet the needs of a particular person.

This archetype receives the greatest motivation and energy from the work process. This type of sales is the face of a modern manager.

Scientist

The next archetype is the scientist. What does a scientist do? His motto is "I make new discoveries in sales." The scientist invents something, analyzes, researches various sales techniques and technologies, looks at what to choose for each customer, analyzes scripts, uses various technologies, etc. He brings new research to the world of sales, tries to be an innovator. If you like counting, statistics and analysis, then you can draw a lot of energy from this position.

Fan

The next position of the resource is the position of the fan. We have all seen good salespeople who are passionate about their product. If you know sales and customer service, you can always find a place that inspires you. How can I check this? It's simple.

For example, if you love cars and go to work in the sales of some car company, you will be filled with motivation and energy when you come to work.

A fan is directly motivated by his product and draws energy from it. By the way, you can always check whether the product is right for you. Answer a simple question: would you sell this product to your loved ones? If the answer is yes, then confidently go to work in this field. If the answer is no, then think of another product that you would be happy to sell.

Friend

This archetype is a role model for a friend. His motto is “I love all people”. Indeed, this is a person who loves communication, he is an extrovert, treats all customers with love, spreads this love, likes communication and this process itself. He treats everyone as he would treat himself. This profession gives him great energy and motivation. Such salespeople are not offended if the customer does not buy anything from him, because he first of all respects their choice.

Do you forgive your close friends or relatives for mistakes? In this position, when working with a customer, if he did not buy something, you forgive him for this mistake. When you treat them with love, the customer will definitely notice this and come back to you.

Missionary

Who is a missionary? The missionary’s motto is: “I must benefit people.” His inspiration comes from the idea that he is fulfilling a kind of mission and helping people by selling his product. An ideal field for a missionary is a field where the product can save people, both literally and figuratively.

Ally

The ally is energized and motivated by the feeling that he is an integral part of a team and a common cause.

He is suited to a job where he will have many like-minded people, with whom he will grow professionally and achieve his goals.

If you are an ally, then you will receive energy and motivation from working in a team of like-minded people.

President

And finally, the archetype of the president. During this type of sales meeting, both the manager and the customer feel like presidents. At this time, the manager does not sell, he or she, together with the customer, searches for an acceptable and profitable offer for both participants.

Presidents do not get angry at each other during the meeting, they look for common interests and when they find them, they make a deal.

You've learned about 7 amazing sales manager archetypes that you can draw energy and motivation from. Choose the model that works for you, focus on it, and then you'll have a lot of energy that you can use to achieve more results.

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