{"id":13479,"date":"2022-04-12T12:46:03","date_gmt":"2022-04-12T12:46:03","guid":{"rendered":"https:\/\/mindticklestg.wpengine.com\/?p=13479"},"modified":"2023-04-28T05:42:04","modified_gmt":"2023-04-28T05:42:04","slug":"no-more-80-20-rule-how-to-build-an-ideal-rep-profile","status":"publish","type":"post","link":"https:\/\/www.mindtickle.com\/blog\/no-more-80-20-rule-how-to-build-an-ideal-rep-profile\/","title":{"rendered":"No More 80\/20 Rule: How to Build an Ideal Rep Profile"},"content":{"rendered":"<p>You\u2019re likely familiar with the \u201c80\/20\u201d selling philosophy, or the belief that 20% of reps make 80% of total sales for your organization. In other words, sales leaders pin their hopes on the top-performing salespeople to drive the most revenue.<\/p>\n<p>This has led to these all-too-common refrains:<\/p>\n<p style=\"padding-left: 40px;\"><em>Sellers are born, they\u2019re not made.\u00a0<\/em><\/p>\n<p style=\"padding-left: 40px;\"><em>Excellence is not a skill. It\u2019s an attitude.<\/em><\/p>\n<p style=\"padding-left: 40px;\"><em>Selling is an art, not a science.\u00a0<\/em><\/p>\n<p>But the fact that selling actually <i>is<\/i> a science.<\/p>\n<p>There\u2019s a formula for the perfect sales rep that\u2019s a combination of knowledge, skill, and behaviors. While the formula for each organization or role is different, there\u2019s a method for defining what makes sellers successful.<\/p>\n<p>That\u2019s why we created and today unveiled an <a href=\"https:\/\/idealrepprofile.www.mindtickle.com\">IRP Generator<\/a>, a quick, interactive, intuitive way to create and customize your ideal rep profile. You can build multiple profiles for roles like account executives and sales development representatives in minutes and share those results with your team.<\/p>\n<p><a href=\"https:\/\/idealrepprofile.www.mindtickle.com\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone wp-image-13484 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/IRPGeneratorGif-1.gif\" alt=\"\" width=\"601\" height=\"600\" \/><\/a><\/p>\n<h2>What is an IRP and why do I need one?<\/h2>\n<p>An IRP defines and benchmarks top competencies \u2013 a combination of knowledge, skills, and behaviors \u2013 that reps must possess to be successful in the field. It is important to document and encode your IRP where you can measure skill development and its impact on business outcomes.<\/p>\n<p>As you make your own IRP,\u00a0 keep these things in mind:<\/p>\n<ul>\n<li aria-level=\"1\">Knowledge is the information and data a rep must possess<\/li>\n<li aria-level=\"1\">Skills help you evaluate how your rep should behave on the field<\/li>\n<li aria-level=\"1\">Behaviors track how a rep is actually performing on the ground<\/li>\n<\/ul>\n<p>With Mindtickle\u2019s ideal rep profile generator, you can quickly determine and weigh the importance of the necessary skills and behaviors required of your sales reps. This generator helps you figure out how your reps stack up.<\/p>\n<h2>How to build your IRP<\/h2>\n<p>The Mindtickle IRP Generator makes creating your ideal rep profile easy. Here\u2019s how to do it:<\/p>\n<ul>\n<li aria-level=\"1\"><strong>Choose a name<\/strong>. Giving your rep a name helps you better visualize your IRP. You can even give your rep a fun name like Rockstar Rachel or Moneyball Mike.<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-13504 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-1-2.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"548\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-300x199.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-768x510.png 768w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-600x400.png 600w\" data-sizes=\"(max-width: 825px) 100vw, 825px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 825px; --smush-placeholder-aspect-ratio: 825\/548;\" \/><noscript><img decoding=\"async\" class=\"alignnone wp-image-13504 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-1-2.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"548\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-300x199.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-768x510.png 768w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-1-2-600x400.png 600w\" sizes=\"(max-width: 825px) 100vw, 825px\" \/><\/noscript><\/p>\n<ul>\n<li><strong>Select a role<\/strong>. Each role does not place the same weight on skills and strengths. Depending on the role, reps have different characteristics and benchmarks that are vital for success in their particular field. Here are the ones currently included in our generator: Account Executive, Solutions Engineer, Customer Success, Sales Development Representative, and Channel Sales.<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-13505 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-2-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1-768x465.png 768w\" data-sizes=\"(max-width: 825px) 100vw, 825px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 825px; --smush-placeholder-aspect-ratio: 825\/500;\" \/><noscript><img decoding=\"async\" class=\"alignnone wp-image-13505 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-2-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-2-1-768x465.png 768w\" sizes=\"(max-width: 825px) 100vw, 825px\" \/><\/noscript><\/p>\n<ul>\n<li aria-level=\"1\"><strong>Identify goals<\/strong>. Depending on the role you\u2019ve selected in step 2, we\u2019ll serve up common goals for this role. You can select as many or few as make sense for your team. It\u2019s important to be clear about the characteristics someone must possess to be successful in the role. This allows you to understand the competencies needed to find the right candidate and help your team become successful through training and coaching.<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-13506 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-3-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1-768x465.png 768w\" data-sizes=\"(max-width: 825px) 100vw, 825px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 825px; --smush-placeholder-aspect-ratio: 825\/500;\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-13506 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-3-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-3-1-768x465.png 768w\" sizes=\"(max-width: 825px) 100vw, 825px\" \/><\/noscript><\/p>\n<ul>\n<li aria-level=\"1\"><strong>Customize your scorecard<\/strong>. We\u2019ll serve you up a scorecard with the key knowledge, skills, and behaviors for the role and goals you identified in steps 1 and 2. You can adjust the importance of the knowledge, skills, and behaviors of your ideal rep and even remove some entirely.<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-13507 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-4-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1-768x465.png 768w\" data-sizes=\"(max-width: 825px) 100vw, 825px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 825px; --smush-placeholder-aspect-ratio: 825\/500;\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-13507 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-4-1.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"500\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1-300x182.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-4-1-768x465.png 768w\" sizes=\"(max-width: 825px) 100vw, 825px\" \/><\/noscript><\/p>\n<ul>\n<li aria-level=\"1\"><strong>Download and share<\/strong>. Once you download your scorecard, we\u2019ll also serve up some action items for each of the knowledge, skills, and behaviors identified in your IRP. You can also save your profile, download or share it with your team, and create more IRPs for other roles on your team.<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-13508 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-5.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"778\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5-300x283.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5-768x724.png 768w\" data-sizes=\"(max-width: 825px) 100vw, 825px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 825px; --smush-placeholder-aspect-ratio: 825\/778;\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-13508 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/Img-5.png\" alt=\"Mindtickle IRP generator\" width=\"825\" height=\"778\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5.png 825w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5-300x283.png 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/Img-5-768x724.png 768w\" sizes=\"(max-width: 825px) 100vw, 825px\" \/><\/noscript><\/p>\n<p>&nbsp;<\/p>\n<h2>How to get the most of your IRP<\/h2>\n<p>You should encode your IRP where you can measure skill development and its impact on business outcomes. With an established ideal rep profile, the 80\/20 myth is busted. You can follow a \u201c100\/100\u201d rule instead and build a sales team full of reps with the knowledge, skills, and behaviors to be successful.<\/p>\n<p>Ready to go? Use our IRP Generator to <a href=\"https:\/\/idealrepprofile.www.mindtickle.com\">build your ideal sales rep today<\/a>.<\/p>\n<p><a href=\"https:\/\/idealrepprofile.www.mindtickle.com\"><img decoding=\"async\" class=\"alignnone wp-image-13876 size-full lazyload\" data-src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X.jpg\" alt=\"Ideal rep profile generator link\" width=\"1400\" height=\"460\" data-srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X.jpg 1400w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-300x99.jpg 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-1024x336.jpg 1024w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-768x252.jpg 768w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-1200x394.jpg 1200w\" data-sizes=\"(max-width: 1400px) 100vw, 1400px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1400px; --smush-placeholder-aspect-ratio: 1400\/460;\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-13876 size-full\" src=\"https:\/\/www.mindtickle.comwp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X.jpg\" alt=\"Ideal rep profile generator link\" width=\"1400\" height=\"460\" srcset=\"https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X.jpg 1400w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-300x99.jpg 300w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-1024x336.jpg 1024w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-768x252.jpg 768w, https:\/\/www.mindtickle.com\/wp-content\/uploads\/2022\/04\/irp-email-signature-v1-700x230@2X-1200x394.jpg 1200w\" sizes=\"(max-width: 1400px) 100vw, 1400px\" \/><\/noscript><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>You\u2019re likely familiar with the \u201c80\/20\u201d selling philosophy, or the belief that 20% of reps make 80% of total sales for your organization. In other words, sales leaders pin their hopes on the top-performing salespeople to drive the most revenue. This has led to these all-too-common refrains: Sellers are born, they\u2019re not made.\u00a0 Excellence is &hellip;<\/p>\n","protected":false},"author":6,"featured_media":13482,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_genesis_block_theme_hide_title":false,"footnotes":"","_links_to":"","_links_to_target":""},"categories":[96],"tags":[],"ppma_author":[253],"class_list":{"0":"post-13479","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","6":"hentry","7":"category-sales-readiness","9":"with-featured-image"},"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v20.2.1 (Yoast SEO v25.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Enablement Blog | Mindtickle<\/title>\n<meta name=\"description\" content=\"There\u2019s a formula for the ideal sales rep that\u2019s a combination of knowledge, skill, and behaviors. Build your ideal rep profile today!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.mindtickle.com\/blog\/no-more-80-20-rule-how-to-build-an-ideal-rep-profile\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"No More 80\/20 Rule: How to Build an Ideal Rep Profile\" \/>\n<meta property=\"og:description\" content=\"There\u2019s a formula for the ideal sales rep that\u2019s a combination of knowledge, skill, and behaviors. 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