The Six Dimensions of the Alder Koten Sales Profile
Hunter vs. farmer
The Type dimension evaluates if the person is a hunter vs. farmer profile. In general terms, the interests and the personality of hunters focus on finding new leads and new customers while farmers focus on nurturing current relationships.
Empirical vs. Methodical
The Style dimension evaluates the person's empirical vs. methodical approach to sales. The empirical side of the style dimension reflects actions and decisions based on instinct and learning acquired by experience, observation, and experimentation. The methodical side of the style dimension reflects actions and decisions based on a planned, systemic, and disciplined approach.
Sprinter vs. Marathoner
The Intensity dimension evaluates if the person is a sprinter or a marathoner when it comes to the sales process. The sprinter side of the intensity dimension reflects a focus on imperfect pragmatism and being effective in the short-term. The marathoner side of the intensity dimension demonstrates a focus on a thorough approach and effectiveness in the long-term.
Individual vs. Group
The Community dimension evaluates how the person's individual needs balance against the needs of the group. The individual side of the community dimension reflects a belief in personal freedom and achievement is essential to achieve team results. The group side of the community dimension demonstrates a belief that the group provides a more significant, stable, and dependable structure to achieve team results.
Leader vs. Individual Contributor
The Role dimension evaluates the person's balance between their leadership vs. individual contributor role. The leadership side of the role dimension reflects actions that drive results through others. The collaborator side of the role dimension reflects activities that drive results through individual and direct.
Closer vs. Promoter
The Drive dimension evaluates the person's closer vs. promoter approach to deals. The closer side of the drive dimension reflects the unique ability to see things to the end. Closers place the deal before the long-term customer relationship. The promoter side of the drive dimension demonstrates the ability to build relationships. Promoters place long-term customer relationships before the deal.