When hiring salespeople, it’s not just about skills or experience—it’s about fit. Two key traits from the CTS Sales Profile help you predict whether someone will thrive in a fast-paced role, an independent one, or something more structured: Deadline Motivation and Independent Spirit.
These traits reveal both the pace someone prefers and the amount of direction they need. When combined, they give you insight into whether a rep will succeed in high-activity outbound sales, long-cycle consultative roles, or team-driven service positions.
Trait Breakdown
Deadline Motivation (DM):
-
High: Urgent, results-now mindset.
-
Low: Steady, prefers long-term goals.
Independent Spirit (IS):
-
High: Self-directed, resists close supervision.
-
Low: Thrives with structure and accountability.
4 Sales Profiles Based on Trait Combinations
1. The Maverick Closer (High DM + High IS)
Fast, driven, and thrives solo. Great in entrepreneurial or field-based roles with minimal oversight.
Risk: May ignore systems or compliance steps.
2. The Loyal Charger (High DM + Low IS)
Urgent and motivated but prefers structure. Best in fast-paced teams with clear goals and strong leadership.
Risk: May stall when direction is lacking.
3. The Independent Planner (Low DM + High IS)
Methodical and autonomous. Excels in long-cycle sales where relationship-building and strategy matter.
Risk: Can resist urgency when speed is needed.
4. The Cooperative Steady Hand (Low DM + Low IS)
Stable, supportive, and team-oriented. Best in inbound or service roles with predictable routines.
Risk: May struggle in fast-moving or competitive environments.
Real-World Example: Marcus, the Mismatched Lone Wolf
Marcus had high Independent Spirit but low Deadline Motivation. He loved working independently and creating detailed strategies—but he was in a role that required quick activity and constant follow-up.
While others were closing deals fast, Marcus spent hours perfecting proposals. His urgency didn’t match the market’s pace. After moving him to a long-cycle, high-value account role, his strengths became assets—and his performance improved immediately.
What This Means for Sales Leaders
Match speed with autonomy needs.
Hiring a self-directed rep for a structured environment—or putting a methodical thinker in a high-urgency role—creates frustration and underperformance.
Use these combos to guide your placement:
-
High DM + High IS: Fast-closing, autonomous sales roles
-
High DM + Low IS: Structured, lead-driven sales teams
-
Low DM + High IS: Long-cycle consultative or strategic accounts
-
Low DM + Low IS: Supportive, team-based, or inbound sales
Get this match right, and you’ll reduce turnover, increase engagement, and unlock performance.