The Hunter: Opportunity Seeker
Hunters are on the front lines of new business. They’re dynamic, proactive, and always on the move. A true Hunter doesn’t wait for leads—they chase them down. From dinner parties to school meetings, everything is a potential sales opportunity. Hunters fill the CRM with leads, schedule meetings, track follow-ups, and push toward closing the deal.
The Farmer: Relationship Builder
Farmers take over once a lead becomes a customer. They turn transactions into relationships, and customers into lifelong clients. With strong listening skills and a customer-first mindset, Farmers ensure repeat business, upsell opportunities, and ongoing satisfaction. They are essential for retention, loyalty, and long-term profitability.
Synergy = Growth
A winning sales strategy integrates both roles. Hunters generate new revenue; Farmers maximize its lifetime value. Sales managers must recognize who is who—and assign roles that align with individual strengths. And yes, a robust CRM system is non-negotiable. It empowers Hunters to track every lead and equips Farmers to manage relationships beyond the first sale.
Know Your Role
Are you a Hunter or a Farmer? Understanding your natural inclination is the first step. If you’re misaligned, talk to your manager—your value may be far greater on the other side of the equation.
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