I have had several conversations in the last two weeks about the differing skill sets of Account Managers vs. Hunters. It seems that there are many sales organizations that need both of these characteristics either within the same salesperson or across the team. Additionally, over the course of the last five years, one of the most frequent problems we have diagnosed within the sales teams we analyze is the unfortunate realization that the company needs Hunters and all they have are Account Managers or marginal Hunters.
After reviewing these two lists, you may notice that there are no common traits. That is […]