Matt Nern’s Post

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Managing Partner @ SignaPay | Electronic Payments, Merchant Advocacy

I recently stumbled upon an infographic that prompted me to reflect. It separates sales representatives into two roles: The hunter is crucial for acquiring new customers, while the farmer plays a vital role in retaining and nurturing those customers. In my experience, sales reps often exhibit an uneven blend of both traits rather than strictly aligning with one role. However, I believe it's crucial to be mindful of which aspect better suits the requirements of the role when making hiring decisions. What are your thoughts on this?

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Ray Stawiarski

Account Executive at CrossCheck, Inc.

9mo

I remember when I hired you to be my Hunter! Remember the "list" of questions you had? Great post buddy!

Dale Laszig

Writing the next chapter in Payments

9mo

Great post, Matt! I see hybrids out there, people with their own mix of extrovert/introvert, hunter/gatherer. Sales execs with deep knowledge and insights, customer success officers with closing skills and sales managers with wisdom and creativity who nurture all types.

Good callout, Nern! I have both on my team and would consider my top two sellers a hunter and a farmer. They both do the same job, but differently, with similar revenue every quarter. I always struggle trying to get people to 'be both' because that's how I got where I am today. Farming in the morning and hunting at night.

Susan Stevens

Sales Leader | Payments | FinTech

9mo

I think this infographic is spot on, and the ability to identify these characteristics in the interview process could prevent hiring the right talent for the wrong role.

Claire Kelly

15+ Years | Payments Strategy | Global Partnerships | Creative Problem Solving | Executive Level Sales | Technology Partnerships | Relationship Management | Innovative Thinker | People Leader | Corporate Strategy

9mo

Great post!

Alexandra Bak

Chief Operating Officer of Acquiring

9mo

This is great! You always have the best posts that hit home! Keep sharing!

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