In Software Advice’s recent article, Psychological Profiles of the Dream Team: The Champ (and the Chip), they describe the character profile of the ideal, high-performing salesperson. 

Champs are most successful in sales, management, C-suite executive and political roles. Champs are optimistic and charismatic. They love conversing and engaging with people, and are naturally skilled at reading them. Champs believe in themselves and the team they are on.

More mature Champs can overcome some of their inherent trouble-spots such as commitment, tenure and teamwork. They have learned to keep their ego in check and can work well with others. Immature Champs, however, may exhibit an overconfidence that eventually manifests itself as arrogance.

Managing the performance of top salespeople requires an understanding of their strengths, weaknesses and preferred management style. 

Strengths of a Champ

Some of the Champ’s great qualities include:

     Optimism. A Champ’s optimism keeps them making that next call, believing it will close.

     Confidence. Champs are confident that they are really good at what they do, because they are good at what they do. However, the best Champs are confident without being arrogant.

     Ambition. Champs want to be the best and they often succeed, which is why they tend to rise into upper management.

     Great communication. Champs inherently understand others, making them excellent candidates for sales and leadership roles. Their gift of verbal communication makes them valuable in business meetings. 

Challenges for a Champ

Of course, Champs also face some potential pitfalls, including:

     Arrogance. Confidence helps the Champ succeed but if left unchecked can become arrogance. Watch out for those that are cocky and boastful.

     Overconfidence. When a Champ let’s their ego get too big, it can become a liability. Overconfident Champs may come into conflict with management.

     Turnover. Champs need to be on a winning team. Turnover for Champs tends to be higher than for other personality types because if they’re not on a winning team, they’ll move on. 

How to Manage a Champ’s Performance

     Keep up. Champs need to be on a winning team and have regular opportunities to see these “wins” daily, weekly and monthly. Compensate Champs for wins, give them opportunities to advance and motivate the whole team to succeed.

     Set clear rules. Champs are naturally independent and ambitious. Making sure that rules are enforced will keep your Champ in line.

     Know your Champ. Gauge their maturity level. Life-stage changes like marriage or having a baby can help push their maturity along to work better in a professional environment. 

Champs can be some of the most important members of your staff. If you give them the right opportunities to win, there is no limit on what they can achieve for themselves and your company.

Read the full profile of The Champ on New Talent Times.