Hunters and farmers have traditionally had very defined and separate roles. As businesses adapt to the current situation, you might start to see more overlap as hunting becomes the priority for many companies.

1. HUNTERFARMERSALES REP SALES REPVS

2. Hunters and farmers play very different roles in the sales
process. It’s important to be clear on the necessary traits
for each role so you can hire and develop each accordingly

3. PHILOSOPHY
Sales is a people game. You’ve
got to build relationships with
customers to grow existing
opportunities.
FARMER

4. PHILOSOPHY
Sales is a numbers game.
You’ve got to keep on calling,
emailing and following up.
HUNTER

5. QUOTED AS SAYING
They’ve
Renewed for
Another Year
“
”
FARMER

6. QUOTED AS SAYING
The Next
One Will
Say Yes
“
”
HUNTER

7. FAVOURITE TOOLS
FARMER
CRM EMAIL PHONEFACEBOOK

8. FAVOURITE TOOLS
HUNTER
LINKEDIN CRM EMAIL PHONE

9. TRAITS
FARMER
Builds Lasting Relationships
Focuses On Rapport
Genuinely Friendly
Collaborative

10. TRAITS
HUNTER
Builds Rapport Quickly
Focuses On Commissions
Persistent
Independent

11. JOBS
FARMER
Key Account Executive
Inside Sales
Customer Success

12. JOBS
HUNTER
vSales Executive
Field Sales
Business Development

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