Which salesperson would you expect to succeed out of these two types?

What makes a great service or sales consultant? And why is this type of person not doing so well?

Sales consultant (A)

Very personable, attractive, and well presented. Slightly conservative in outlook, however enjoys a joke now and then. Very analytical, works long hours studying sales material in order to be ahead of the game. Plans “sales days” with clever ideas and visits clients once a week. But has earned nothing in nearly nine months. Prefers to sit alone in an office as opposed to sit with other consultants.

Sales consultant (B)

Has what one would call a “dynamic” personality, charismatic, delivers but does not work long hours, nor spends time preparing long marketing calls. Considers service important, but does so on demand. Meaning reacts to client needs as they arise. Has earned very highly over nine months.

Why is person B doing better than person A? This seems to be a trend in the office, however I have grouped the people into A, and B type. So what do you think makes a great sales person?