Deploying Dedicated Hunter/Farmer vs. Hybrid Sales Roles
As organizations mature, chief sales officers (CSOs) must profitably grow revenue from new-logo and existing accounts
CSOs with reps in dedicated hunter and farmer sales roles can help them focus their performance and productivity on each of these two types of accounts
Hybrid sales roles are the right choice when market growth requirements are balanced between new business and growth/renewals and when account team transitions introduce unacceptable risk
You must log in to client portal for full access to this content.
Login