Pitbulls and Labradors: Hiring the Right Salesperson for the Job

Early in my career, I learned one of the most valuable lessons about salespeople—there are two distinct types, and understanding the difference can make or break your sales team.

I had just been promoted to a Parts Manager role, having been an assistant manager for less than six months. I packed my bags and moved an hour and a half away to a small town to start my journey. When I say I was green, I mean neon green. You could spot me from a mile away. As luck would have it, within a few weeks of starting the new role, one of my salespeople resigned. I was left scrambling to fill the gap and learning one of the best lessons of my professional career.

Now, let me introduce "Double D"—Dave Douglas. He was my Regional Vice President, my boss's boss, and a man whose words carried weight. When he spoke, everyone listened. Dave had this incredible ability to take a complex problem, flip it on its head, and explain it in a way that made everything click. His wisdom often came in the form of analogies, and this time was no different.

Knowing this was going to be my first hire—and an important one at that—Dave called my boss, Chris, and me to chat. Chris and I sat down, strapped in, and prepared to learn from the sage himself.

What followed was advice that would shape my career. For full effect, you’ll need to imagine Dave speaking in a thick southern drawl as he said:

“Now Troy boy, Ole Dave doesn’t know many things, but one of the things Dave knows is that salesmen are like dogs. Now I don’t mean that in a bad way—everyone loves a good dog. What I mean is that you’ve got two types of sellers...you’ve got your Pitbulls and your Labradors.”

At first, I didn’t know where he was going with this, but as he continued, it all started to click.

The Pitbulls

Dave explained, “Now, a Pitbull—they love to hunt. They’ll go out there, find something to kill, and bring it back. They’ve got that drive. You point them in the right direction, and they’ll find the deal.

But once they’ve brought it back, they’re done. They’re not great at taking care of it or sticking around to nurture it. They’re already off looking for the next thing to kill. And you know what? That’s okay. Sometimes that’s exactly what you need. If you need someone to go out and get new business, you’re gonna want a Pitbull.”

Pitbulls are aggressive hunters. They thrive on the thrill of the chase and are relentless in pursuing new clients. They’re perfect for organizations in growth mode, where bringing in new business is the top priority.

But, as Dave pointed out, they’re not the ones who excel at long-term relationship management. Their strength lies in acquisition, not retention.

The Labradors

Then Dave shifted gears. “Now, Labradors—they’re another kind of great dog. They’re loyal, friendly, and just want to love you and for you to love them.

“A Labrador will do anything for their customer. Their customer throws out a stick, and they’ll fetch it and bring it back. Then they’ll do it again and again because they love making their customers happy.”

But Labradors aren’t going to kill. They’re not gonna go out and hunt down a deal. If you’ve already got existing customers and you need someone to keep them happy, you need a Labrador. They’ll take care of those customers, love them, and fetch the stick.”

Labradors are relationship builders. They excel at customer service, maintaining existing accounts, and ensuring long-term satisfaction. They’re ideal for organizations focused on retention, upselling, or nurturing partnerships over time.

Hiring the Right Salesperson

As I sat there listening to Dave, I realized how important it was to match the salesperson to the role. It wasn’t about one type being better than the other—they were simply different.

If the role required someone to hunt for new business, I needed a Pitbull. But if the role was about managing and growing existing accounts, a Labrador was the better choice. Hiring the right salesperson could drive significant growth, while choosing the wrong one could lead to frustration for everyone involved.

Finding Balance in Your Sales Team

Looking back, this advice shaped my approach to hiring and coaching salespeople. Every organization needs a mix of Pitbulls and Labradors to succeed. You need the drive and tenacity of Pitbulls to bring in new clients, but you also need the loyalty and care of Labradors to keep those clients coming back year after year.

As a manager and leader, it’s your job to understand the needs of your business and the strengths of your sales team. Are you in a high-growth phase, needing aggressive hunters to chase down opportunities? Or are you looking to nurture your existing clients and build deeper relationships?

Reflection

Dave’s wisdom has stayed with me throughout my career, shaping the way I approach hiring, leadership, and coaching. Sadly, Dave passed away on April 12, 2016, but his legacy lives on in the countless people he mentored, myself included.

The analogy of Pitbulls and Labradors has stuck with me because it’s so relatable. Everyone loves a good dog, just like everyone can appreciate a great salesperson—whether they’re hunting new deals or fetching sticks for loyal clients.

I hope sharing this story not only honors Dave’s memory but also helps others benefit from the invaluable lessons he so generously shared. The next time you’re hiring or evaluating your team, ask yourself: Do I need a Pitbull, a Labrador, or maybe even a bit of both?

Share Your Story

What types of salespeople make up your team? Are they aligned with your current goals and needs? Have you ever had a mentor whose wisdom left a lasting impact on your career? If so, what lesson resonated with you most? Share your story in the comments, or reach out if you’d like guidance in assessing and strengthening your sales team.

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