You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" — as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble.
Of course, companies must also have salespeople who are "farmers." Reps need to be able to cultivate clients by building relationships and growing accounts. Organizations must ensure that their key accounts renew and develop.
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