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How to Find the Right Type of Salesperson to Fit Your Needs
athenaswc.com
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At some point, the hunter should hand off the new customer to the farmer. A perfect example of expecting a farmer to do a hunter’s job is when engineers, who are exceptional at listening to a customer’s problem and have the expertise to help solve it, are expected to hunt for new business. The individual chosen to hunt must understand how the sales cycle works, understand how long it takes to cultivate a relationship and have the patience for it, and have the willingness to do it. The hunter has to be willing to pick up a phone, get on a plane, or get in a car and spend time with someone who might not buy for a year or longer. “Earning steady commissions for renewals with a company you have a relationship with can be much more appealing than trying to earn sporadic commissions for bringing in new accounts with long sales cycles.” If you are finding that your sales team is not meeting your expectations, you may need to evaluate whether your company has structured its sales team for success and whether it has the right people in the right positions.
How to Tell the Difference “The key is to dig into the detail.” Also, ask your interviewee about their selling or account management processes. What are the activities they do each week and month to develop new business or further engage existing customers? How do they measure and track their progress and achievements related to their process and activities? By asking this, you are trying to understand whether there is a structure or a repetitive process that they execute regularly that will consistently bring in new business or grow current customers.