Hunters Farmers and Self-Deceivers

Abstract

In the business world, there are two main types of salespeople: Hunters and Farmers. Hunters go out and find new customers, and Farmers maintain existing customer accounts. However, there is a third type of salesperson, one that no one ever claims to be, and this is the Self-Deceiver. These Self-Deceivers claim to be Hunters, but don't take the necessary steps to get there. Their intentions may be good, but they lack the commitment and follow-through needed to deliver the results they promise. Hunters and Farmers are an integral part of the success of every company, but Self-Deceivers end up wasting the company's time and money, as well as their own.