Last week I was briefed by a well known reseller and managed services provider who specified the requirement for a 'Hunter' or a new business sales person, as opposed to a 'Farmer' or Account Manager.  The client's opinion was that someone could not be truly exceptional at both, on the grounds they require such differing attributes.

Since then I've asked a number of other clients including vendors, resellers and service providers their views and how that impacts on how the structure their sales teams. Many do follow the hunter / farmer mantra, however others feel it works best when a combined role, starting initially with the hard ground work of hunting followed by the more rewarding aspect of ongoing account management and development once you have established a customer base.

There are obvious pros and cons to each, separating your sales functions into new business sales and account management gives each area a specific focus and ensures both are done properly.  On the flip side, adopting this model can cause resentment, often with the new business people feeling like they get a raw deal. 

Clients need to realise that they will always find it harder to identify and secure people willing to take on a 100% new business role, were they're required to pass the fruits of their labour to an account management team.  In return candidates need to be aware that due to the tough economic climate we are operating in, the demand for new business sales people will always outweigh the demand for account managers.

I always advise candidates I represent to be aware of and play to their strengths but to balance this with a degree of flexibility when identifying their next position.  Ensure the agent representing you has a thorough understanding of his client's requirements and prior to attending an interview you need to understand which one of the camps above the employer falls into.

KEYWORDS:

Headhunting, IT, B2B sales, field sales, sales recruitment, IT recruitment, marketing recruitment, HR recruitment.

Copywright - www.weareadam.com