Hunters aren't helpers.
Hunters aren't helpers."
That's one of the insights from my listening to Mike Weinberg podcast where he hosts Kristie K. Jones.
They talk about her book, "Selling Your Way In." "Hunters aren't helpers." is one of the #Kristieisms she uses.
That resonated with me with teams selling expertise-based services.
Don't expect the top new business sales professionals to be team players, like your consultants who are helpers!
Christy explains this concept in more detail:
HUNTERS
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⇥ Top-grade Hunters, tend to value autonomy.
⇥ They focus exclusively on work that drives THEIR sales performance.
⇥ Forget about admin*, committees, team days don't directly contribute.
HELPERS
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⇥ Helpers, on the other hand, are more collaborative.
⇥ They are
and pitch in on team activities.
⇥ They may not have the same single-minded drive and focus.
𝗠𝘆 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲:
Hunters are critical to growth and success. They make things happen. Trying to force them into helper roles doesn't work.
You might see them as disruptive.
But top salespeople have a different mindset than your care-bear Account Managers. Their priorities differ too.
To get the best from these top performers, celebrate and accommodate their differences.
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* I'm reminded of a particular Hunter who left their expense account claim to after year-end. The finance team, unhappy about this, lodged a complaint. The Hunter had done over 200% quota - kudos or wrist-slap?
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