Hunters Vs. Farmers: Sales Personas

HUNTERS VS FARMERS A LOOK INTO SALES PERSONAS AND THEIR IMPACT ON YOUR BUSINESS Let's examine some characteristics of two common sales personas: Hunters and Farmers. The first are known for closing deal after deal and working very independently, while the latter focuses on nurturing customer relationships and growing a loyal consumer base. THE HUNTER THE FARMER Nurtures leads and client relationships Independent and solution driven Cultivates strong customer loyalty Focuses on quick acquisitions and big deals INITIATIVE KEY SKILL BUILDING RELATIONSHIPS KEY SKILL COLLABORATION INDEPENDENCE NETWORKING GAINING LOYALTY 30-35% TYPICAL JOBS.. TYPICAL JOBS... Account Manager Account Executive Field Sales Higher turnover in hunters Customer Service Business Development Inside Sales NOW FOR THE REAL QUESTION- WHICH IS BETTER? Or is there a set answer? People often consider good sales reps to be hunters, but it's more of a stereotype than a truth. What is important is knowing your sales reps and recognizing their strengths and weaknesses. Having a balance between the two can facilitate a strong sales force. It is also important to look for well-rounded individuals to fill your sales team. Today more than ever, reps need to be able to complete a wide range of tasks successfully. Strict hunter vs farmer teams may be slowly dwindling as hybrid reps- ones with both skill sets- are emerging. O SalesLoft THE HUNTER THE FARMER