The Peace & Power of a Positive Perspective


Hunters; Farmers; And?

And?  In a minute, please. 

“Hunters” and “Farmers” are common designations used in the sales profession.  Other designations are used, too: “Producers”; “Rain Makers”; etc. 

We typically see titles such as “Account Executive”; “District Manager”; etc.   Question – does the business title on the card make a difference in the sales rep’s performance?  And… is there a new designation emerging?  In a minute, please. 

To me, the sales profession is a fascinating, multi-dimensional amalgamation of our business life; our family life; and our social life.  As I’ve participated in the profession over the years (decades, really; actually spanning two centuries!) I can say that the more things change, the more they stay the same; with one exception.  And… I will get to that in a minute. 

The sales function is also a key indicator of the overall health of most businesses.  Want to know an organization’s strategic perspective?  Look at their pricing practices: 

            Prince to play Ogden Theatre on May 12-13 

But note, there is one hitch: Tickets are on sale right now via and they’re $250 apiece. Some will surely complain about the high ticket price, but Prince hasn’t played a Colorado venue smaller than 18,000 capacity in some folks’ lifetime and will consider it totally worth it. 

By Ricardo Baca
The Denver Post

Want to know what level a company values their employees?  Look at the turnover rate in their sales force: 

             The beatings will continue until morale improves. 

                             Unknown Sage 

Want to know if the business is well positioned to thrive over the long haul?  Look at their top line revenue performance quarter in and quarter out: 

Oracle’s Q3 falls short, revenue misses mark… 

We’re not at all pleased with our revenue growth this quarter…What we really saw was the lack of urgency we sometimes see in the sales force as Q3 deals fall into Q4. Since we’ve been adding literally thousands of you new sales reps around the world, the problem was largely sales execution, especially with the new reps as they ran out of runway in Q3… 

                             Oracle President Safra Catz 

I’m sure some of these sales reps are “Hunters” and “Farmers”.  And… I bet more than a few are “Catchers”.  Yes “Catchers”. 

I’m seeing this new trend in the sales profession – reps who sit by hoping to “catch” a deal if one happens to fly by.  And… if it doesn’t?  Well, there’s always next quarter. 

Over the years I have had the opportunity to work with a wide variety of sales professionals.  I even spent a few years in that “ultimate sales role”.  (Well, actually it was the “almost ultimate sales role” – conceding the “ultimate” designation to TV Evangelists!)  I was a “Consultant”.  My clients hired me to do for them what they could probably have done for themselves: 

If you’re given a choice between bringing in a consultant or beer, choose the beer. 

                             Rick Levine 

And… the cumulative total of my sales consulting advice?  “Go out sell somebody something today!”  I believe what makes a sales rep special is their ability to put forth the effort day in and day out.  Making it happen vs. hoping it will happen.  It’s all of the little things that matter: 

The cumulative impact of doing 1,000 small things a little better than your competition is crushing. 

                          Harry S. Campbell 

And… recently one of my colleagues (Adam K.) paid me the ultimate compliment: 

The old guy still hunts…    


Did you like this little ditty?  You might enjoy my website and book, too:  The Peace & Power of a Positive Perspective© Please check it out.



  1. Marty Bracco
    Mar 25, 2013

    Great stuff as always, Gary.

    I always enjoy your blog. Thanks for the daily reinforcement. Hope all is well with you and yours.


    Marty Bracco

    • Gary
      Mar 27, 2013

      Thanks Marty! Your comment makes my day 🙂 Thx, GAP

  2. Ron
    Apr 09, 2013

    As usual you have been able to sum it all up nicely.

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