FLEET PHENOTYPE ANALYSIS
SAMPLE SIZE: 3 REPS
01_THE_HUNTER_FARMER_MATRIX
| ID | AMBIGUITY TOLERANCE |
LOCUS OF CONTROL |
DISQUALIFICATION BRAVERY |
COMMERCIAL STATURE |
SISU INDEX (GRIT) |
CLASSIFICATION |
|---|---|---|---|---|---|---|
| REP-409 | 7/10 | 5/10 | 2/10 | 2/10 | 3/10 | 🟡 THE TOURIST |
| REP-512 | 7/10 | 5/10 | 2/10 | 3/10 | 5/10 | 🟡 THE TOURIST |
| REP-615 | 4/10 | 5/10 | 1/10 | 4/10 | 2/10 | 🔴 THE CONCIERGE |
02_THE_CONTAGION_CHECK
The Diagnosis: Your team is terrified of silence (Certainty Addiction). They believe their job is to “save” the client from discomfort. They are buying relationships with your margin. They do not view themselves as peers to the buyer; they view themselves as subordinates.
03_THE_ALPHA_IDENTIFICATION
Why them? While they folded on price like the others, they displayed High Explanatory Style (Score: 8/10). When analyzing a lost deal, they said: “I missed something… whether it’s pricing or process.”
Cloneable Behavior: The “Internal Audit.” Unlike Rep 615 (who avoids failure), Rep 409 leans into the data of failure.
Strategy: Promote Rep 409 to “Team Lead of Post-Mortems.” Make them run the weekly loss review to infect the others with their ownership mindset.
04_KILL_OR_CURE_ROADMAP
RECOMMENDATION:
They have the raw material (Growth Mindset) but lack the software (Negotiation Tactics) and Sisu (Grit). Put them on the “Commercial Iron” cooling-off protocol immediately.
RECOMMENDATION:
Exhibits “Fixed Mindset” (declined stretch project) and “Emotional Logic” (risky partnerships). This is terminal. They will rot the culture with mediocrity. Replace with a Hunter.
A polite, low-conflict sales floor. Highly vulnerable to AI replacement. You are currently staffing a Concierge Desk, not a Sales Team.