Can a Sales Pro Be Both a Hunter AND a Farmer?

Last Updated Aug 25, 2011 9:38 PM EDT

Are hunters and farmers mutually exclusive in today's sales teams? This issue just resurfaced in the following email I just received from a Sales Machine reader:
My friend has hired a consultant who feels he has too many farmers and not enough hunters, and that that they can not be one and the same. Their simple definitions are:
  • Hunter. Opens and closes new accounts but is neither good nor comfortable at maintaining on-going relationships.
  • Farmer. Is good at maintaining relationships but neither good nor comfortable at prospecting and closing new business.
I believe a professional sales person should have the skills and desire to do both these jobs, and that sales reps should be hired and trained to be equally effective at both roles. What do you think?
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