Ensure successful implementation of the Challenger Sales Model from lessons learned


  1. Correctly identify Challengers by analyzing the tactics and habits of your reps
    Representatives can complete a selling style self-diagnostic test which can identify existing and underperforming Challengers

  2. Ensure organizational capabilities are developed in parallel with the individual skills and behaviors of sales reps.

  3. Develop optimal sales training programs
    Demand change and engagement with training provision, deliver experiential learning opportunities, and create sustained behavioral certification programs for continued learning

  4. Tolerate some initial rejection to the new Challenger Sales Model
    Pilot the model so you can modify it before the roll-out while providing coaching, training, and support to assist high performers in transitioning to the Challenger profile.


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