Every sales rep worth his salt never stops hunting. I’m not going to wait for the phone to ring. If there’s someone I want to reach I’m going to make the call. It’s that simple.
Splitting a sales force into hunters and farmers is a popular model. The hunters are responsible for new business development, while the farmers work on managing and growing the existing account base. The concept brings a Taylorist view to sales force design, and one...
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