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Your early rep has to hunt cold, not coast on warm inbound, and this piece hands you the concrete tells: the true hunter chases the follow-up unprompted, leans into rejection, and has a track record of turning cold prospects into paying accounts rather than growing accounts someone handed them. That is exactly how you separate a genuine hunter from a candidate whose big numbers came riding a hot brand with air cover, which is the trap in Indian enterprise sales where a marquee logo does half the selling.
Hunter vs. Farmer in Sales: Empowering Your Team for Long-Term Success
From Peak Sales Recruiting by Peak Sales Recruiting 9 min read
- A hunter reveals themselves in the process: they follow up on the interview without being asked, the same persistence they will show your prospects
- Read the resume for new-logo wins and cold-to-close stories, not account growth, which is a farmer's game and inflated by an existing brand
- Early-stage teams should skew heavily toward hunters; a farmer who never had to open a door cold will stall when there is no inbound and no brand behind them
