The sales team and its internal structure
Modern management theorists describe the sales team as effectively tribal, comprised of these well known characters:
Hunters - alpha males who look for the big ticket item and are generally low volume and high margin.
Farmers - who harvest their clients; relying on a general level of consistent volume and tend to be reactive rather than proactive. Some ‘farmers’ may be latent hunters but are prevented from being so by the current ‘hunters’.
We believe there is a third category: Gleaners, who are responsive rather than proactive or reactive. They can be trained to become farmers without the expense.
We evaluate the business and make recommendations to optimise the mix.
Hunters - alpha males who look for the big ticket item and are generally low volume and high margin.
Farmers - who harvest their clients; relying on a general level of consistent volume and tend to be reactive rather than proactive. Some ‘farmers’ may be latent hunters but are prevented from being so by the current ‘hunters’.
We believe there is a third category: Gleaners, who are responsive rather than proactive or reactive. They can be trained to become farmers without the expense.
We evaluate the business and make recommendations to optimise the mix.