Sales professionals often categorize themselves as either "hunters" or "farmers." But what if the concept of farming is actually holding you back? Instead, a hunter's mindset is essential for sustained success.
The Problem with "Farming" in Sales
Many sales teams embrace the idea of farming—nurturing existing accounts and waiting for opportunities to grow organically. However, according to Sandler Atlantic, this mindset can lead to:
- Complacency – When sales professionals stop actively pursuing new opportunities, they risk stagnation.
- Lack of Accountability – Farming can sometimes be a way to justify not meeting sales targets.
- The "COVID Effect" – Many salespeople are still struggling with post-pandemic inertia, avoiding proactive outreach and engagement.
Why Sales Teams Need a Hunting Mindset
A hunting mindset is about taking proactive steps to drive revenue growth, whether you're a:
✅ Business Development Representative (BDR) – Making cold calls and setting up appointments.
✅ Account Executive (AE) – Closing deals and expanding client relationships.
✅ Account Manager – Even when managing existing accounts, you should still be hunting for upsell and cross-sell opportunities.
No matter your role, you should view yourself as a hunter—always looking for ways to increase sales, drive new business, and push past comfort zones.
Creating a Culture of Accountability
To foster a true hunting culture, sales leaders should:
🔹 Set clear performance expectations – Every sales rep should have prospecting goals.
🔹 Encourage continuous outreach – Staying in touch with leads and clients prevents stagnation.
🔹 Challenge sales teams to step outside their comfort zones – Avoiding complacency leads to business growth.
Challenge Yourself to Hunt
If you're still operating under the "farming" mindset, it’s time to rethink your approach. Sales success comes from active engagement, persistence, and accountability.
