HomeResearch Articles Deploying Dedicated Hunter/Farmer vs. Hybrid Sales Roles

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
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