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What is a sales persona?

A sales persona is how you are as a salesperson. It’s an outlined description of your characteristics and strengths. You can also call it your sales personality.

A sales persona is not to be confused with a buyer persona. The latter represents your target audience, the people you’re selling to. A buyer persona helps you to personalize your messaging to a specific group of people and customer segments.

sales personality
sales personality
sales personality
sales personality
sales personality

Discover your sales assassin alias

And get the tech stack that will support your killer vibe.

What are the 12 sales personality types?

Classifying or prototyping a salesperson can be difficult, as they come in all shapes, sizes, and personalities. To make this more digestible, we’re going to compare them to other areas of life that most people are familiar with.

First, to the two different skill sets of salespeople and the roles they end up in. Then we’re going to break it down even further and analyze the skills of different sales personas and how they relate to the type of animals we’d find in the wild. Sales is like a jungle after all. 

But first, let’s start with the more common salespeople types that we see or have heard of. Way before we had uber eats and supermarkets, we had a different way of going about getting our food. You either had to hunt, or farm your food. Both methods required different skill sets but were equally as important to ensure you were getting something to eat. 

Those are, in the sales world, what we call Hunters versus Farmers. But what’s the difference between a hunter and a farmer in the sales world?

The Hunter

These are the doers. Their main objective is to close as many deals as fast as possible. They go more for quantity rather than quality. It’s more about volume to them and they love exploring new areas for more opportunities. 

Typical jobs for a Hunter salesperson are Sales Development Representative and Account Executive. Anything focused on finding new opportunities for sales.


The Farmer

Farmers are more about nurturing their existing relationships and working with others. Sellers with this mindset cultivate their current customers and grow the relationship between them. They enjoy growing and focusing on a few clients rather than expanding into new territory. 

Farmer types tend to thrive in Account Management, Customer Success, or Inside Sales positions.

A new take on sales personas

Hunters vs Farmers is a simple way to break it down, but we wanted to dig deeper. Really figure out, on a granular level the different types of salespeople, the skills they have, and the tools they should use to close more deals. Or become better at their jobs. 

We developed twelve sales personas to further help salespeople identify their sales type, skills, and persona. You may be wondering what a deathstalker scorpion has to do with your ability to close a deal? Well, that’s a fair question. The world of sales really is a jungle, and it very much takes after Charles Darwin’s theory of “Survival of the Fittest.

In order to not only survive but also thrive in that highly competitive world of sales, it can be helpful to understand a seller’s strengths. And where they can best use those strengths to close more deals and be successful. 

That’s where the sales persona generator comes into play. And helps with understanding the varying roles a salesperson can have and how their skills can be used to close deals. Comparing a sales persons traits to those of an animal in the wild, lets them think about themselves in another way. And identify with an equally competitive animal fighting for its own survival. As if you don’t close deals, you won’t be in the sales profession for long, just like if one of these predators doesn’t find a source of food, they won’t be in this world for very long. 

Get ready to go on a mini sales safari!

Sales personality infographic

sales personality types

Want to know your sales persona? Take the sales personality test here.

The 12 sales personas explained

Goldminer / Negotiator – The Deathstalker Scorpion

The Goldminer / Negotiator aka the Deathstalker scorpion is great at identifying that “golden opportunity.” After they do that, they negotiate with the prospect to work their way into the sales process. Methodically uncovering pain and connecting it to a solution that only they can provide. They create intrigue.

A Deathstalker scorpion is a deadly animal. And when they strike, they go for the kill. It only takes one little stab to get their pray. If you got this persona, then you are the type of person who strikes quickly, fast, and effectively. It’s a one-shot kill for you when you see your chance.

Hunter / Opportunist – The Black-Footed Cat

The Hunter / Opporutnist aka the Black Footed Cat does a deep dive into their existing customer base to find a great angle to resell a new feature, or product to the customer. They’re up to date on their customer’s latest news, trends, and events. They may see that they requested a new feature in the support tickets, and once that feature went live, they pounced on that opportunity, like a cat.

A Black Footed cat looks just like your normal house cat, but deadlier. Much deadlier. They’re agile, very clever, and move between opportunities at ease. Securing upsells and cross-sales as if it’s a game. People with this persona are always on the prowl, and everything can be food for them.

Negotiator / Closer – The Satanic Leaf-Tailed Gecko

The Negotiator / Closer is the anchor when it comes to a deal. They’re the one who comes in for the alley-oop, the person that gets the call when they need a guarantee the deal’s going to be done. They leave no stone unturned and never give up when trying to close a deal. Their tenacity is unmatched, and they have outside-of-the-box negotiation tactics, that you probably have seen in a TV show, but if it works for them, that’s all that matters.

Just as a closer comes in to finish things off in a hurry, the Satanic Leaf-Tailed Gecko closes in a flash. One moment you’re alive, the next, you’re unalive. Patience is a virtue, and for those who are this persona, you can be unassuming and underestimated by your counterpart until it’s too late. Next thing they know the deal is closed and their money is in your pocket.

Farmer / Negotiator – The Alpine Ibex

As a Farmer / Negotiator aka, the Alpine Ibex is one who nurtures leads throughout the entire sales process. They understand the inner motivations of everyone involved and successfully manage all of their personalities. They’re a master negotiator, as they make it feel like it’s not even a negotiation, but more of a conversation. They’re crucial to deals, typically as an inside sales role because of their deep relationships with prospects.

You’ve seen the video of an Alpine Ibex clinging to the side of a mountain. Just as they somehow manage to defy gravity and reach the top, sellers with this persona understand what others can’t. And they use that understanding to reach the top of the mountain, or in other words, close that deal.

Farmer / Goldminer – The Diabolical Ironclad Beetle

The Farmer / Goldminer or the Diabolical Ironclad Beetle is one who finds prospects by digging deep down into leads, and current customers and using every discovery tool available to them. They see the data points in other business development tools, even search social media sights for current trends and talking points as well as speak to internal resources to always have the right answer at the right time.

We all know that beetles like to get dirty. They roll around in the mud and go places other people don’t like, don’t think to, or just won’t go. That’s why sellers with this persona do the extra work. Go where others don’t in order to close a deal. They find those nuggets of gold in the mud that others won’t sift through.

Hunter / Closer – The Blue Dragon Nudibranch

When you’re a Hunter / Closer aka the Blue Dragon Nudibranch, it’s all about the benjamins for you. You know how to find the biggest deals and get them over the line before things start to fall apart. Deadlines are always top of mind for you, and you’re a pro at understanding your prospect to make a decision long before the deadline is reached.

Dragons love gold, that’s the common cliche right? Well, sellers with this persona are no different. Big deals drive them, and they’re damn good at finding them. Just as dragons like to sit on piles of gold, these types of sellers close the biggest deals, and they never stop coming in.

Leader / Gold Miner – The White Nosed Coatimundi

As a Leader / Gold Miner, known as the White Nodes Coatimundi, you are a number cruncher. You’re organized and back-of-the-napkin calculations are your bread and butter. You lead others to an effective degree and the team always thrives under this person’s leadership, as they use the tools available to them such as their cRM to get the info they need to push deals along. Wins come easy as they use the data at their disposal to get the job done.

The White Nosed Coatimundi is an expert at using whatever they have available to them to get what they want. In the wild, it could be their long snout, their tail or relying on others in their squad. Collaboration and versatility are some of the best abilities for those who are this persona, and you use your quick wit and deadly calculator skills to close deal after deal.

Leader / Sightseer / Strategist – The Thick Spined Porcupine

When it comes to those who are a Leader / Sightseer or what we’d call the Thick Spined Porcupine, they are inspirational to those around them. But experts at taking the big picture into account. Everything that could go wrong, or go right, it’s included in their calculations on how their team is going to hit their quota. They spot the trends on what’s working, or what’s not and step in to ensure that things work out more than they don’t. And communicate these effective strategies to the rest of the sales department

As a leader, you can deliver what the current moment requires. In the wild, a Thick Spined Porcupine can play excellent offense or defense. Their quills can be the most effective armor against predators, or crush others with their spiky tail as each quill is coated with an effective antibiotic. So, if you’re a seller with this persona, you shift between successful strategies when the moment arises. Your quick wit gives you the ability to read the moment and make accurate assumptions about what your sales teams need to do.

Wingman / Prospector – The Harlequin Bunny

People love a good Wingman / Prospector, aka the Harlequin Bunny because they dive headfirst into the details. They don’t mind playing second fiddle because they’re a true team player. They love getting assists more than scoring goals. They’re a solid listener as they find opportunities that are known, and unknown. The people who are just visiting their website, they know about them. Ego’s aren’t a thing with them as a win is a win.

The Harlequin Bunny is a rare one. Outgoing, resourceful, and adventurous. Having eyes and ears on the literal side of their head means that if you got this persona, you can see and hear everything going on around you. You don’t miss an opportunity whether it’s ahead or behind you.

Sightseer / Hunter – The Manchurian Tiger

As a Sighteer / Hunter, the Manchurian tiger looks for the big meal tickets. They can determine what works, and what doesn’t, right from the get go, and regardless of company size. They know who the decision makers are and how to give them a deal that makes both of them look as good as possible.

Tigers are deadly. And they have a scary good memory with even better intelligence. When you’re the Manchurian Tiger persona, you’re a professional hunter. You take down the biggest prey, or in this case, close the biggest deals. And during the hunting process, you find a way to not only establish dominance internally for yourself but raise the profile of the decision maker you tracked down during discovery. You’re a true trophy hunter and you’re at the top of the food chain for a reason.

Closer / Leader – The Harpy Eagle

When the Closer / Leader aka the Harpy Eagle comes out to play, things are serious. Everything gets escalated to this person, and they come in to consult on others’ deals because they’re so wise and good at what they do. Sales teams know they can make or break any deal as they can be the final say when it comes down to it.

Eagles are known for their wisdom. And if you got the Harpy Eagle as your sales persona, you are the wisest of the bunch. You’re quiet, but when you speak, everybody in the room listens. You’re the final authority on practically everything. You’re the manager who commands respect because you’ve been there, done that, with great success.

Prospector / Farmer – The African Lungfish

The Prospector / Farmer aka the African Lungfish is a unique persona. They’re more focused on outbound prospecting and like to discover new pastures that their company hasn’t thought of farming quite yet. They tend to find opportunities that require lots of water and nurturing over a long period of time, but they don’t mind playing the long game. In fact, they relish that, because when that pain point comes up they’re ready to solve it right away.

African Lungfish are quite literally, fish out of water. They can live on land for up to a year, farming pastures that other fish can literally not get to. That makes the sellers who get this persona, the most unique farmers of all. They’re willing to look for opportunities in lands and areas not accessible to others. They thrive in the unknown and are brave and bold.

sales personality
sales personality
sales personality
sales personality
sales personality

Discover your sales assassin alias

And get the tech stack that will support your killer vibe.

What makes a successful salesperson?

There are many factors and variables that go into what makes a salesperson successful. It can even come down to a person being in the right place at the right time. But in general, successful salespeople manage seven important skills and traits:

1. Excellent communication skills

Effective communication is a critical skill for every successful salesperson. They must be able to explain the benefits and features of a product or service in a way that is easy to understand, while also listening actively to the customer to understand their needs and concerns. Great salespeople are able to build rapport quickly and establish a sense of trust with their customers through their communication skills.

2. Persistence

Sales can be a tough job, and a successful salesperson understands that they will face rejection many times before they make a sale. They must be able to handle rejection with resilience and keep trying. They know that every “no” is an opportunity to learn and improve, and that success often comes from sheer persistence.

3. Empathy

Great salespeople understand that their job is not just to sell products, but to help customers solve problems. They are able to put themselves in the customer’s shoes and understand their needs, concerns, and pain points. This helps them to provide solutions that are tailored to the customer’s specific situation, rather than just pushing a product or service.

successful salesperson
4. Product knowledge

A successful salesperson has an in-depth knowledge of the products or services they are selling. They are able to answer any questions the customer may have, and can provide accurate and detailed information about the product’s features, benefits, and limitations. This knowledge also helps them to anticipate customer questions and concerns, and provide solutions that address those concerns.

5. Adaptability

The sales landscape is constantly changing, and a successful salesperson must be able to adapt to new situations and environments. They are flexible and able to adjust their approach depending on the customer and the circumstances. They are also able to learn quickly and apply that learning to their sales approach.

6. Positive attitude

A successful salesperson has a positive attitude and is enthusiastic about their product or service. They are able to communicate their enthusiasm to the customer, which helps to build trust and establish a sense of excitement about the product. They are also able to stay motivated and upbeat even in the face of rejection or difficult sales situations.

7. Time management

Great salespeople are able to manage their time effectively. They are able to prioritize tasks and manage their schedule to maximize productivity. This helps them to stay organized and focused and ensures that they are able to meet their sales targets and goals. They are also able to balance their work with their personal life, which helps them to maintain a healthy work-life balance.

sales personality
sales personality
sales personality
sales personality
sales personality

Discover your sales assassin alias

And get the tech stack that will support your killer vibe.

How to build the perfect sales tech stack

To become a successful salesperson, you need a sales tech stack to support you. But there are countless tools out there, so knowing where to start can be tricky.

There is no one size fits all sales tech stack. Sales professionals often integrate a variety of apps and platforms based on their specific needs and preferences. Here are some popular tools that sales professionals often use to enhance their sales process:

Customer Relationship Management (CRM) system

A good CRM can track the progress of the customer relationship from prospect to customer, including post-sale interactions. It also tracks every touchpoint that customers have with the sales team, marketing efforts, and contacts. In addition, a CRM allows for plenty of upsell opportunities, better dialogues, increased retention, and provides quality data for future decisions and forecasting.

Examples of CRMs: Salesforce, HubSpot, Pipedrive, SuperOffice, Microsoft Dynamics 365, Membrain, Upsales

Prospecting and lead generation tool

A prospecting and lead generation tool is often combined with a CRM to identify potential leads while sifting through contacts and other databases. It’s a way for sales professionals to determine whether certain companies and the people within them are a good fit for the product or service that they are selling. And if they are, then a tool to turn those who meet the certain criteria into leads and ideally, customers. 

Examples of prospecting tools: ZoomInfo, Crunchbase, Clearbit, Cognism, Vainu, LinkedIn Sales Navigator

The illustrattion shows how you can edit Oneflow contracts live. Creating contracts in Oneflow is very easy, unlike the contract management DocuSign offers, you can edit your contracts live within the same platform instead of needing to resend the contracts multiple times in PDF formats.

Scheduling tool

Salespeople are busy bees and have lots of meetings. And then a few more meetings. It’s a battle for attention and salespeople are always trying to find time where they can speak to the correct people to progress or close a deal. It can be hard to keep track of it all, therefore using a scheduling tool can streamline the whole process. 

Examples of scheduling tools: Calendly, YouCanBookMe, Doodle, Chili Piper, Schedulista

Audio recording tool

During client calls, it’s easy to miss important information while taking notes. Instead, consider using an audio recording tool to fully focus on the conversation. With a seamless integration to a CRM, you can easily back up and analyze all conversations to refine the customer journey. Spend more time nailing opportunities instead of trying to remember important details. A good audio recording tool can also track performance and talk time.

Examples of audio recording tools: Gong, Salesloft, Aircall, HubSpot

Chatbot tools

Chatbot tools are becoming an increasingly popular way for businesses to engage with their website visitors. These virtual assistants are available 24/7 and can immediately greet prospects as soon as they land on the website. They can answer customer questions and offer a warm welcome to potential clients. This is particularly useful for leads from different time zones who may be browsing your website when your sales team is unavailable. Using a chatbot tool, you can ensure that your sales pipeline remains full, even when your team sleeps. So why not take advantage of this cute and effective technology?

Examples of chatbot tools: HubSpot, Intercom, Leadoo, Drift

Demo tool

When it comes to demonstrating your product, you need a tool that can really deliver. These days, presentation slides just won’t cut it. With a solid demo tool, you can give your prospects a glimpse into their business’s future by including them in the product demonstration itself. And with options like behavior tracking, digitized guides, and widgets that highlight key functions and benefits, you can take your demo to the next level.

Examples of demo tools: Demostack, Walnut, Reprise

Contract automation and e-signing tool

A contract management platform is a crucial integrated part of a sales tech stack that can really turn the dial on some deals. Contract management software is used for creating, sending and signing contracts during the sales process. As well as storing and handling them after the contract has been signed and the terms agreed to by both parties.

Example of contract automation and e-signing tool: we have to mention Oneflow here, of course.

sales personality
sales personality
sales personality
sales personality
sales personality

Discover your sales assassin alias

And get the tech stack that will support your killer vibe.

What to consider when choosing your sales tech stack

After hearing from over 100 sales professionals in a survey, we’ve identified three top traits to look for in your sales tools.

1. Ease of use

Ease of use is the top priority for 80% of respondents when choosing a sales tool. Simple tools can solve complex problems and save time. It’s important to prioritize simplicity over unnecessary features that can complicate processes.

2. Integration with existing tools

75% of respondents said that the second most important trait they look for in a sales tool is how easy it integrates into the other tools they are working with.

When putting together a tech stack, tools should complement each other instead of changing one’s processes to fit the technology. There’s no need to try to shoehorn something into a position or function that it wasn’t designed for. Sales tools exist to make the sales process easier and more streamlined, and that should always remain top of mind when evaluating and deciding what tool should be used or included in your stack.

Doing a cost-benefit analysis is a smart action to take in the beginning to save you major headaches in the long run.

3. Relationship building

Sales is a social profession that requires relationship building and maintenance over time. Leveraging available tools to aid in the sales process is crucial for success. Using a tool that takes notes during meetings and tracks intangible data points allows salespeople to focus on the human element of a meeting, bettering the relationship with clients. They can also circle back to their notes after the meeting to pick up on any missed points.

Another respondent in our survey had an experience where a piece of technology ensured that no detail was overlooked during a call. This created an audit trail and a reference point to aid the salesperson in their process. Having a wealth of information and time-sensitive knowledge at your disposal can be invaluable in sealing a deal.

sales personality
sales personality
sales personality
sales personality
sales personality

Discover your sales assassin alias

And get the tech stack that will support your killer vibe.