Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for.
We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.
When we studied the very best new business developers out there, we found 6 specific behaviors that the great sales hunters had in common. When hiring a hunter, keep your eyes peeled for these behaviors. With practice, you will become better at spotting them and it won’t be long before you can easily tell the difference between the real thing and a wannabe.
6 Groups of Behaviors You Want to Seek When Hiring a Strong New Business Developer:
1. The best hunters are self-motivated and driven to be the best in everything they do.
They consistently push themselves to be top performers and achieve quantifiable results, keeping scores against their own performance and always pushing for more. You might notice a candidate with talent in this area will talk a lot about their accomplishments and crave recognition and reward for their success. In the spirit of striving for more in everything they do, money can often be a powerful motivator for them. Most will express a philosophy of “go big or go home.”
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Achiever theme.
2. Strong enterprisers often describe themselves as extremely competitive, seeing every opportunity in their day as another chance to win.
During the interview process, you may notice they hate to lose even more than they love to win, but there will be no doubt that it is always important to them to be the best, win the race, and close the sale. Their endless appetite for growth drives them to prospect more often and push for larger sales.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Competition theme.
3. Great new business developers have a certain amount of confidence and swagger about them.
They are focused on making things happen, often taking the initiative to move things forward - and they can be very persuasive along the way. These salespeople create strong buy-in and move clients to solutions faster than most. If your sales candidate has this talent, you might notice them selling themselves to you!
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Activator theme.
4. Reading situations well and removing obstacles, these sales hunters naturally pick up on buying signals and effortlessly move the client to the close.
The best of the bunch won’t sell something they don’t believe will work, though. The great ones have high standards and focus on creating a win-win situation that allows them to win the sale while the client gets big results. If your candidate has a great deal of talent in this area, they will move you forward, asking who the final decision makers will be and your timeline. Don’t be surprised if they close you and ask for the job.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Accelerator theme.
5. Upbeat and full of energy, these hunters easily get their prospects and clients excited about their ideas and give them confidence in the solutions they offer.
They are also optimistic, understanding that even after a tough day of hunting filled with rejection, tomorrow will be a better day. These are typically the candidates we fall in love with. They have passion and enthusiasm, often lighting up the room during the interview.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Positivity theme.
6. Great sales hunters enjoy doing some detective work, uncovering the client’s most valuable business needs, and matching those with a strong solution that they know will work.
They are good at solving problems and don’t give up when the going gets tough. Your sales candidate strong in this area will ask you smart, pointed questions about the job, the company, and your process in filling the position. They will also demonstrate how their talents, skills, and experience will match nicely with what you need.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Problem Solver theme.
We have been talking a lot about the natural strengths and innate behaviors of our great sales hunters. As a general rule of thumb, the more strength, the better! But I would be remiss if I didn’t tell you that there are a couple of strengths that, in higher doses, can get in the way of new business development success.
2 Behavioral Red Flags to Watch Out For
Too Relationship-Oriented
It is important for any individual in sales to be able to develop strong, trusting relationships with their clients. Our research shows that client retention is closely tied to the seller’s ability to build rapport, earn the client’s trust, and gain insightful business information. Too much of a good thing here might be a problem for a hunter role though. If the seller is wired to go too deep in relationship development they can get stuck and struggle to move forward.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Individualizer theme.
Too Focused on Learning
Another example of talent overkill for a hunter would be in a theme centered on learning. People strong in this theme crave knowledge and are innately curious, rarely feeling satisfied that they have all the information they need. At a certain level, this drives a seller to gain expertise, ask good questions, and analyze situations to find opportunities for improvement. At a higher level, this same group of behaviors will cause a massive slow-down in the process.
Pro Tip: If you are using the Online Sales Talent Interview, these behaviors are measured in the Learner theme.
If you are looking to hire your next superstar sales hunter, now you know exactly what you are looking for. Good luck on YOUR hunt!
There are good sales reps; then there are great sales reps. And what separates them is not just luck or circumstance but a distinct mindset – the sales hunter mentality.
Having prowled the realm of sales for years, I've come to understand the role this mindset plays in moving a business toward success. In this article, I’ll teach you how to recognize this invaluable trait and what you can do to maximize its impact on yourself and others.
What’s the Hunter Mentality in Sales?
At the heart of every successful salesperson lies the unmistakable trait – the hunter mentality.
Think about a seasoned sales rep stalking their prey – not after bucks or fowl, but in pursuit of opportunities. They’re the go-getters, the ones who don't wait for the phone to ring; they make the calls, knock on doors and initiate conversations that lead to closed deals.
Imagine two salespeople: one waits for leads to come in, and the other actively seeks them out. The latter, the hunter, consistently outperforms the former.
The hunter mentality is not just desirable; it's a game-changer.
Those who possess it possess the drive to proactively chase after prospects, the determination to face rejection without losing enthusiasm and the resilience to turn setbacks into stepping stones.
The Three Sales Archetypes and Their Traits
But there aren't just hunters you need to know and recognize. They're also the farmers and closers. Each one has distinct traits and strengths that contribute uniquely to the sales ecosystem.
The Sales Hunter
Ah, the sales hunters – the bread and butter of your sales team. They're the ones who relentlessly bring in leads and new customers. Especially valuable for start-ups and fledgling businesses looking to hit the ground running, sales hunters possess key traits that set them apart:
- They're driven to find opportunities.
- They're innovative and creative, thinking outside the box to reach their goals.
- Selling isn't just a job for them; it's a passion.
- Strong communication skills allow them to engage effectively.
- They're not just self-motivated; they motivate others, too.
The Sales Farmer
Then there's the sales farmer, perfectly suited for nurturing your established customer base. These individuals excel at keeping clients content and spotting opportunities to encourage further purchases. The traits defining a sales farmer are:
- They listen more than they speak.
- Detail-oriented, they never let important aspects slip through the cracks.
- Collaboration comes naturally to them; they thrive in team environments.
- Empathy is a strong suit, enabling them to truly understand clients' needs.
The Sales Closer
Finally, you have the sales closer, a role that strikes a balance between the hunter and the farmer. Closers don't focus on finding new leads; instead, they excel at sealing the deal. Often senior sales reps, closers have earned their stripes through experience. Traits that make them effective include:
- They’re results-oriented; they're driven to secure agreements.
- Directness is their hallmark; they get straight to the point.
- Minimal supervision is needed; they're self-driven and independent.
- Time-management skills are exceptional, ensuring efficiency.
Recognizing and harnessing the strengths of each archetype is vital for a company's success. As your business grows and evolves, you’ll be able to pick out these special people and place them where they’re the most effective.
How to Recognize a Sales Hunter
Identifying a sales hunter within your team is like discovering a gem amidst the pebbles. As a manager or sales team leader, this skill is crucial for assembling a dynamic and effective sales force. Here's how you can spot these valuable contributors and help them thrive:
1. Obsession with Opportunities
Sales hunters have a relentless drive to discover opportunities in unexpected places. They're constantly researching, networking and prospecting, driven by an insatiable appetite to expand their clientele.
2. Innovative Thinking
Hunters are innovative thinkers who don't settle for the ordinary. They devise creative solutions to challenges, finding unique ways to approach prospects and pitch products or services.
3. Passion for Selling
Unlike those who merely perform a job, hunters have a genuine passion for selling. They radiate enthusiasm when discussing their offerings, making potential customers eager to listen.
4. Communication Prowess
Exceptional communication skills are their forte. Whether in written or spoken form, hunters know how to convey their message persuasively, capturing the attention of even the most skeptical prospects.
5. Team Inspiration
Sales hunters don't just focus on their own success; they inspire and uplift the entire team. Their energy and determination are infectious, pushing others to step out of their comfort zones.
3-Step Approach
To understand what that looks like in practice, here’s a 3-step approach I’ve taken to pick out sales hunters on my own teams:
- Look at sales data to identify those consistently exceeding targets and bringing in new clients. I like to use a sales scorecard to make this part easier.
- Keep an eye out for team members who proactively seek opportunities and take charge of their sales strategies.
- Engage your team in discussions about innovative sales techniques or creative approaches. Hunters will often be the ones with unique and insightful suggestions.
How to Cultivate a Hunter Sales Mentality
From fresh blood just cutting their teeth to seasoned vets and entire companies, cultivating a hunter sales mentality can drive your success to new heights.
Fostering a Hunter Sales Mentality as an Individual Sales Rep
If you’re a sales rep reading this thinking, “Hey, I want to be a hunter too!” – follow these tips:
- Set Bold Goals: Define clear and ambitious goals for yourself. These objectives will provide you with a sense of purpose and motivate you to actively pursue opportunities.
- Embrace Rejection: View rejection as a stepping stone rather than a setback. Learn from each "no" and use it to refine your approach for the next prospect.
- Continue to Learn: Stay updated with industry trends and sales techniques. The more knowledgeable you are, the more confidently you can approach prospects and answer their questions.
- Innovate Constantly: Challenge yourself to think creatively and develop new ways to engage prospects, setting yourself apart from the competition.
- Seek Mentorship: Connect with experienced colleagues who embody the hunter mentality. Learn from their strategies and adapt them to your style.
As a Salesperson with Potential but No Experience
Everyone started somewhere, and you’re already on the right foot. Here’s a bit of guidance to get you started on the hunter path:
- Shadow a Hunter: If you're new to sales, seek out a mentor with a hunter mentality. Observe their strategies, ask questions and learn from their experiences.
- Role Play: Engage in role-playing exercises to practice various sales scenarios. This will boost your confidence and help you develop persuasive communication skills.
- Emulate Success: Study successful sales stories and analyze how experienced hunters turned challenges into victories.
- Build Confidence: Focus on personal growth and skill development to boost your confidence in approaching potential clients.
Fostering a Hunter Sales Mentality within Your Team
You also have the power to bring out the hunters in your team if you:
- Encourage Collaboration: Foster an environment where team members share successful strategies and learn from one another's experiences.
- Celebrate Efforts: Acknowledge and reward team members who exhibit the hunter mentality. This recognition motivates others to adopt similar approaches.
- Engage in Regular Training: Organize training sessions that focus on cultivating the hunter mentality. This can include workshops on prospecting, innovative approaches and overcoming objections.
- Feedback Loop: Establish a feedback system and team meetings where team members can provide insights and suggestions to improve sales strategies.
Fostering a Hunter Sales Mentality on a Company Level
From the top down, you can create a company culture that cultivates hunters and gives them the environment to thrive with:
- Leadership Role Models: Company leaders should exemplify the hunter mentality. Their actions set the tone for the entire organization.
- Incentive Structure: Design an incentive structure that rewards proactive lead generation and new client acquisition. This encourages all team members to adopt a hunter approach.
- Resource Allocation: Allocate resources to support proactive sales strategies. This includes providing tools for prospect research, training and innovative outreach.
- Strategic Planning: Develop a sales strategy that aligns with the company's goals and encourages proactive outreach.
- Performance Analytics: Use data-driven insights to identify successful sales tactics and refine strategies accordingly.
Nurturing the Hunter Sales Mentality for Success
Cultivating a hunter sales mentality is a journey that requires dedication, continuous learning and a willingness to adapt. By embracing this dynamic mindset, individuals and organizations can unlock a realm of possibilities in the realm of sales.
Remember, it’s not just about hitting quotas; it's about embodying a proactive spirit that reshapes challenges into opportunities and turns aspirations into achievements. The hunters among us thrive on innovation, pursue their goals relentlessly and inspire those around them to rise to new heights.
Good luck hunting for your hunters!
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