Even though they may have similar roles and goals, no two sales reps are the same. The SDRs and AEs who make up your team are all individuals, and they're bringing their own approaches and levels of experience to the table.

As a front line manager, it could be hurting your team if you're only looking at attainment to assess whether or not an individual rep is succeeding. That metric alone may not get you to the core issues affecting the various sellers on your team. Managers should make a point of defining areas of improvement to streamline sales processes and training techniques for individual reps.

And we've helped you out by defining four main types of sales reps you're likely to have on your team.