Sales hunters are professionals who find new customers and secure orders for their companies. They are out there in the field to uncover new opportunities and make a sale. Sales hunters have high energy and by attracting customers and making a sale, they directly contribute to the growth of the company.
The skills that a sales hunter brings to the company are essentially different from those that sales farmers possess. Hunters need to have unflagging energy, an amicable temperament, and a can-do spirit to be able to find and convert new opportunities in the market. A sales farmer needs more consultative skills to mine and grow revenues from an existing client.In any company that sells products or services, there is a good mix of hunters and farmers driving revenue growth.
Sales hunters are the company’s go-getters. They specialize in generating leads, possess the uncanny ability to get face time with key decision makers, and they have great communication skills to make persuasive presentations. Great hunters venture out to meet new people and make a strong network. In today’s world, they are internet and social media savvy, which is critical to identifying and researching potential prospects.
When a company has a goal, a sales hunter is capable of helping realize it. They realize that business is important to their own gains and they go to great lengths to make sure they hit their sales targets. If they hit a roadblock, they seek help from within their network and try again. It is not uncommon to see a hunter engaging different stakeholders within the same business.
A rare mix of traits makes sales hunters invaluable to the company – and to their clients. Innovative thinking, creative selling, excellent communication skills, and a thorough understanding of the company’s products and services are some of the traits that make a successful sales hunter. They embrace collaboration and demonstrate ownership of the solutions they are selling to the client.
When they are with clients, they do not merely propose solutions, they diagnose existing and emerging problems, too – sometimes problems that the client may not be aware of. By speaking the client’s language, the sales hunter alerts the client to the need for outside solutions: thus comes the sale. Good hunters establish trust, understand client challenges, and create the right value proposition that is going to win over the customer.
Their sales efforts and calls may appear spontaneous, but the best hunters plan and research rigorously before they knock on a prospect’s door. Some of them draw up custom plans for executing sales activities to generate the leads they need. When there is uncertainty, they do not get bogged down, they simply persist and prevail—a trait that any company will cherish and pay top dollar for.
Because sales hunters possess unique talents and often face challenging customers in their efforts to make a sale, they look for competitive pay, rewards, and recognition. According to the University of Alabama’s research team, sales hunters who are promotion-focused are usually well-motivated to achieve goals.
Good hunters are highly paid and they are always in demand. Yet, the hunters are worth every dollar the price they are paid. Most sales hunters also have a high variable pay component. This presents a win-win situation since the rewards of a sales hunter are in perfect alignment with that of the company: for every sales hunter that succeeds, the company benefits many times over.
Author: David Hughes