It takes all kinds of sales people to build a top performing sales team. As organizations put greater effort into building diverse sales teams that can deliver sales reliably in all economic conditions, five types of sales people are rising to employers’ must hire lists. Learn what characteristics place sales people into these five types and how to identify the sales people that an organization needs to succeed.

1. The Self-Directed Sales Person

Sales people who can work independently and provide results are in high demand, because sales managers know that self-directed sales people require less motivation and follow-up to get the job done. Moreover, self-directed sales people are likely to be fully engaged in the business, with enthusiasm that motivates prospects and clients to move forward with a sale.

How to Spot a Self-Directed Sales Person:

• Looks for high-level information to inform personal decisions
• Shows satisfaction for personal achievements, while placing high value on the approval of sales managers and executives
• High scores for reliability and finishing tasks on personality tests

2. The Sales Achiever

The sales achiever thrives on challenge, no matter how difficult or remote the chances of success may seem. Sales people who fit the sales achiever profile often come from a start-up or entrepreneurial background, but can be found in virtually any industry. These are the sales people employers need to pursue ground-breaking deals, and because they are relatively rare, sales achievers are in top demand.

How to Spot a Sales Achiever:

• Frames accomplishments and goals in the context of competition
• Action oriented, focusing on what can be done to get results
• Low self-consciousness and high dominance on personality tests; may also score highly for creativity and innovation

3. The Seasoned Performer

Seasoned performers are engaged in the process and not just the results. These sales people tend to stay within one industry or closely related industries throughout their career, building an intimate knowledge of their sales category. Seasoned performers bring needed knowledge and contacts into an organization, and may be in a position to help mentor less experienced sales people.

How to Spot a Seasoned Performer:

• A resume focused within one or two industry sectors
• Able to demonstrate reliable sales numbers year after year
• Personality test scores show preference for process-based decisions, low tolerance for change

4. The Team Player

Team players may also share characteristics of the other types of sales people that employers want to hire, but when it comes time to make a hiring decision, the team player may outshine other sales personalities who do not show a dedication to the success of a team. Team players are valuable because they can motivate others to do better, and are often willing to set aside personal work to help others.

How to Spot a Team Player:

• Enjoys personal and social interactions at all levels, a conversation starter
• Displays concern for team success approaching or equal to concern for personal success
• Scores high for compassion, empathy, and inter-personal support on personality tests

5. The Sales Leader

A sales leader is not just a top performer, although performance is important to this sales type. A sales leader also demonstrates an ability to lead, and may have managed others at a project level in the past. Sales leaders are desirable hires because these are the individuals who are primed to move up into sales management within the next few years.

How to Spot a Sales Leader:

• Experience and aptitude in encouraging others to follow example/direction
• Exhibits a take charge attitude without alienating others
• Scores high in decisiveness, critical thinking, and independence on personality tests

Organizations that are hiring right now are looking for sales people who exhibit the character traits of these five types of sales people. Sales candidates can improve their job search results by showing the strengths employers are looking for, while employers who know how to look for these types of sales people can build stronger sales teams.