Most salespeople think relationships close deals. The data says otherwise.

For decades, the dominant wisdom in sales was simple: if you build strong relationships with your customers, the deals will follow. Be likable, be trustworthy, be available, and success is inevitable. But The Challenger Sale by Matthew Dixon and Brent Adamson turned this idea on its head.

Through an in-depth study of thousands of sales reps across multiple industries, the research revealed something surprising: in complex B2B sales, Relationship Builders consistently ranked as the least effective performers.

So if relationships are not enough anymore, what is?

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The Five Sales Rep Profiles

Dixon and Adamson identified five distinct profiles of sales reps:

1. The Hard Worker - always shows up early, stays late, and puts in the hours.
   
   
2. The Challenger - teaches for differentiation, tailors for resonance, and takes control of the sale.
   
   
3. The Relationship Builder - prioritizes being liked and maintaining harmony.
   
   
4. The Lone Wolf - confident, follows instincts, delivers results but resists structure.
   
   
5. The Problem Solver - reliable, detail-oriented, ensures all issues are resolved.
   
   

Among these, the Relationship Builder is often the most common in sales organizations, and yet in high-performing groups they make up only a small fraction of top reps. In fact, the study found that Challengers dominate, accounting for 40% of high performers, while Relationship Builders lag far behind.

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Why Relationships Do Not Win Complex Deals

The research highlights that customer loyalty is not primarily about liking the rep or maintaining rapport. Instead, 53% of customer loyalty is driven by the sales experience itself, specifically the insights and perspective the salesperson brings to the conversation.

In today’s consensus-driven buying environments, customers do not need another friend. They need someone who:

• Challenges their assumptions.
  
  
• Reframes how they see their business.
  
  
• Pushes them out of their comfort zone to consider new approaches.
  
  

When a rep focuses only on harmony and friendliness, they avoid the very tension that often sparks real change. That is why Relationship Builders underperform in complex, solution-based sales.

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What Buyers Actually Want

Customers want partners who can help them think differently about their business. That is where the Challenger shines. By teaching, tailoring, and taking control, Challengers deliver unique insights that lead customers to see value in a new way.

This does not mean relationships do not matter at all. Trust is still essential. But the strongest trust is built not on friendliness, but on credibility and expertise. Buyers respect salespeople who can show them a perspective they would not have discovered on their own.

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Key Takeaway

The Challenger Sale research makes it clear: relationship building alone no longer guarantees success. In complex sales, the ability to challenge the customer’s thinking and create constructive tension is what drives loyalty and wins deals.

Strong relationships are still part of the equation, but they are the result of delivering insight, not the starting point.

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👉 Next up in our Challenger Sale Series: The Five Types of Sales Reps - And Why Only One Wins Consistently.