Adapt the core elements of the Challenger Sales Model in your business


  1. Ensure the three pillars of the Challenger Sales Model are used as a combination and not separately.
  2. Build your organizational capabilities:
    Teaching Pitch Teach – Offer the customer unique perspectives, utilizing strong communication skills to teach for differentiation.
    Tailor Messages – Utilise Business Intelligence (BI) and research to support Challengers in tailoring messages to different customers and industries
    Teaching Messages – Provide powerful messages that resonate with different stakeholders so your Challenger representative can take control of the sale
  3. Don’t rush the transition to the Challenger Sales Model
    The Challenger model requires a change to organizational capabilities as well as individual representatives’ behaviors and skills, so it may fail if adopted overnight.


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