Maybe that title isn’t the best turn of phrase. One effect we see often is alleged hunters in sales positions loaded with daily rejection. I’m not talking about the long-term, relationship-based sale that ends up with a soft no. I’m talking along the lines of a cold call-driven, commoditized market. These types of markets have been known to break good hunters. The break occurs once the salesperson acquires a handful of decent accounts. The salesperson begins to morph into a farmer with the approach of gaining more business from those few accounts. My experience has been that these salespeople get worn down from the rejection of constantly churning through cold… Read More
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