Sales are food for any business. If a company does not have sales, it won’t survive. In this regard, it is essential that a company has a world-class sales team representing it.
In the world of sales, there are 3 types of sales representatives: hunters, farmers, and dying.
Hunters are the ideal kind of salespersons: they hunt and win big. Farmers are the ones who have to keep revisiting and recalling leads to convert, and typically have average conversion rates. Dying salespeople are just redundant with essentially zero marginal productivity.
As sales leaders, the primary task becomes having more hunters on your team and training farmers to become hunters. Another key responsibility area is to avoid hiring dying salespeople. Here’s how to create a hunter culture:
1. A hungry hunter is a motivated hunter.
As sales leaders, it is important to ensure your team, and most importantly the hunters in your team, are very motivated. You can do so by incentivizing them so they will reach their quotas and earn commission. Of course, this involves a little bit of starving so they’ll work harder to find new clients. The motivation will come from landing those deals and seeing the reward in their paychecks each week.
2. Point them in the right direction.
Starving your hunters doesn’t mean sending them out into the world aimlessly. A good sales leader knows the difference between starving and leaving hungry. You need to ensure that they are motivated and also guided in the right direction.
3. Make sure your hunters are well cared for
Hunting is hard work that requires patience, persistence and perseverance. Even the best salespeople face instant, and sometimes, rude rejections. Not just that, the task is very stressful. Hence, they must be provided with a healthy work environment and good incentives. Having a big prize in sight is also a powerful motivator.
4. Equip hunters with the proper tools.
What’s true for mechanics is true for hunters: to do the job right, you need the right tools. Thankfully, we have the kind of technology that will make life easier for hunters by automating the monotonous tasks as well as providing good platforms.
5. Celebrate every victory.
There are an awful lot of “no’s” before finally hearing a “yes”! Without regular positive reinforcement, even the most tenacious hunters will eventually lose their motivation and
throw in the towel. Teams with successful hunter cultures celebrate every win, no matter how small.
Want to develop a hunter culture in your sales department? Click on the link below to watch a quick video and to download the whitepaper. Do You Have a Sales Team of Hunters?