Tuesday, December 11, 2012

The New Breed of Salespeople: Hunter or Farmer?


Claws and fangs don't make you a good hunter but rather knowing how to use them within the context of your prey does. 

I had a discussion with a colleague recently when he made a statement regarding types of salespeople, specifically hunters versus farmers. His perception was that you are either one or the other and that hunters’ are a much rarer breed. 

Certain people may be predisposed to being more effective in a hunter role or new business focused role, which is supported by their core skill set and the learned behaviors they have developed over time. That does not mean that these skills cannot be acquired or effectively build repeatable processes and doing the right things will not allow others to be successful within a hunter role. 

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