In the ever-evolving world of sales, it’s important to ensure that your sales team is structured in a way that enables them to provide the best possible customer experience.
At Tele2 IoT, we have found an effective way to do this is by separating our sales team into two distinct groups: hunters and farmers. In this blog, I’ll discuss how separating our sales team in this way has helped us improve customer experience and drive business success.
What are hunters and farmers in sales?
Traditionally, hunters are salespeople who focus on acquiring new customers and business opportunities. They are generally proactive, driven, and thrive on the thrill of the chase. Hunters are responsible for generating and qualifying new leads, developing new business relationships and ultimately, converting these leads into customers.
Farmers, on the other hand, focus on nurturing and growing existing customer relationships. They are more relationship-oriented and are responsible for maintaining customer satisfaction, upselling existing customers, and ensuring that customer retention is high.
In practise, though, there is quite a bit of overlap, with all salespeople having skills that lend themselves to both roles.
Why separate hunters and farmers?
In IoT, the sales cycle can be significantly longer than other areas of connectivity and the handover process from signature to in-life is complex. Separating your sales in this way can have a significant impact on customer experience. By having dedicated hunters, your sales team can focus on acquiring new business and generating leads, freeing up the farmers to focus on customer satisfaction and retention. This structure ensures that customers receive the attention and support they require, and that their needs are being met long after the ink is dry on the contract.