Do You Hunt, Farm, Trap or Forage?

posted by enigin in General
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By Steve Hill

You may have heard sales people referred to as either Hunters or Farmers. What do these descriptions mean?

  • A Hunter.  Opens and closes new accounts but is neither good nor comfortable at maintaining on-going relationships.
  • A Farmer.  Is good at maintaining relationships but neither good nor comfortable at prospecting and closing new business.

You may look at these two roles and agree that your sales team falls into these two categories - and you may also feel that having the right balance for your company provides the required success from your team.

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