Much of our work lately has been focused on creating a strong connection between a front line sales team (or person) and revamped marketing. Typically before we make any recommendations or changes we assess the makeup of the sales team.
I’ve found looking at sales as a form of hunting helps us focus on the type and makeup of team.
In sales there are 3 types of hunters.
There’s the hunter who wakes up hours before the sun rises. It’s still dark as he enters the bush, searching for prey to trap or kill. This hunter loves the thrill of the hunt. Sure it’s about providing food for the family, but there’s also a certain amount of satisfaction for the game itself.
Then there’s the hunter who instead of getting up early has found the perfect spot in a tree directly with line of a game trail. This hunter is patient, doesn’t like rustling through the bushes, but he is smart. He knows that if he waits long enough, eventually dinner will cross his path giving, him the perfect shot.
Finally, there is the hunter who never leaves the campfire. If errant game happens to stumble within yards of the camp, then the family is going to eat that day. Otherwise they are eating roots and berries.
[social_quote duplicate=”yes” align=”default”]In sales as in hunting, it’s important to understand what type of hunter you are.[/social_quote]
Or, in the case of managing or hiring, what type of hunter you’re hiring.
The majority of sales people are like the hunter in the tree. They find a tried and tested path and fall into the rhythm. Only one day no game comes down the trail. So the next day they go back to the tree and the same thing happens.
Then, the third day, suddenly game shows only barely moving. The hunter in the tree takes aim and finally has meat on the menu. Only with closer inspection he sees an arrow in the side of his prey. The first hunter had already wounded the beast.
There’s quite a few good sales people who are like the hunter in the tree.
Many of us can sit in a tree (and let referrals come in), ultimately those are the easy sales for which you should strive.
Not all of us are like the first hunter, the one who loves the thrill of the hunt.
But what if you are the last hunter … the one who never leaves the camp fire? Sure you might stumble upon some sales, but ultimately you’re always going to be hungry.
A good sales manager will be able to see what type of hunter a sales person is and plan accordingly.
For the individual, you have to figure out real quick what type of hunter you are.
In the end, we are all hunters (sales people).
You can also check out our list Top Sales Books.
Image by BrianPirie.