Great question! I think the best answer is “Helpful People” Some sales trainers may disagree with that – but I’ve seen very successful salespeople hale from all of the behavioral styles. Long term sales success in the modern day sale, in the end comes down to being helpful. Any salesperson who doesn’t love to help people is doomed for success. Being motivated by money is OK – but it should never be their purpose.
I agree, some behavioral styles are better suited to some industries, sales models, or sales training systems. If you’re hiring for an outside sales force with responsibilities for to be fairly independent developing a territory you probably want a driven-influential type who doesn’t mind a lot of rejection. If you are hiring for a retail model you may be better off with a steady influential who enjoys greeting people and working in a routine environment, and if there is a heavy need for technical information in what you sell or you’re selling to a very technical customer – then a more steady compliant may be the best fit.
If someone tries to convince you there’s a one size fits all solution out there – run! As always – the right tool for a specific job just makes sense. Knowing how to find the and work with the type you need is the critical success factor.