hunters and farmers
-
How Most Companies Get Sales Team Structure Wrong
- June 6, 2026
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies overcomplicate sales team structure with too many roles and expensive BDR teams. Discover why simplifying to Hunters + Account Managers, fixing channel sales, and addressing weak management + infrastructure delivers far better results.
-
How to Compensate Sales Hunters, Farmers and Account Managers
- May 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from a long time reader with this interesting question:
“We’ve heard a good hunter won’t farm and a good farmer (account manager) won’t hunt. If this is true how do we tackle the model of compensating hunters who bring in new customers who then turn it over to an account manager to grow the business? Is it possible to expect someone who can hunt and then manage a book of business or does that create a conflicting sales profile?”