| Creating Hunters and Farmers |
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Defining clear sales roles is critical to successfully executing the sales strategy. Two distinct roles often used by and debated among sales organizations are hunters (new account sellers) and farmers (current account sellers. With these roles come implications in the following areas:
Sales Strategy. Where do hunters and farmers fit within our overall sales strategy? Is unique focus required distinctly for hunting and farming or is the strategy better pursued with a hybrid role?
Sales Roles. How should hunter and farmer roles be defined? What combination of factors around strategy, sales process components, market segments, and geography will provide the most sales effective and cost effective bandwidth?
Sales Talent. What type of competencies and skills are required to be effective in these jobs? What is our current people inventory and can we develop or upgrade talent to fit our strategy?
Sales Deployment. What staffing levels are necessary within each of these roles to meet our growth objectives? Do we have enough “free range” for our hunters to hunt or will they be constrained by the size of the market?
Sales Compensation. How should a hunter be paid differently from a farmer? What types of plans will be most motivational? What are the considerations around pay levels, pay mix, upside potential, mechanics, pay caps, and thresholds?
Sales Globe designs sales roles and sales organizations that are customer responsive and align to your sales strategy. |
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