Episode 431: Thinking Time - Sales Recruiting DNA: Hunters & Farmers

In this episode, Bradley dives into the concept of sales recruiting DNA, exploring the critical distinction between "hunters" and "farmers" in sales roles. Inspired by the work of Mike Weinberg, author of New Sales. Simplified. and Sales Management. Simplified., Bradley unpacks how these sales personalities align with the business growth model of Acquisition, Ascension, and Retention (AAR).

Bradley explains:

• Acquisition (Hunters): Salespeople who thrive on securing new customers, embracing rejection, and chasing the next deal.
• Ascension (Farmers): Sales professionals focused on nurturing existing client relationships, upselling, cross-selling, and retaining customers for long-term growth.

Key takeaways include practical strategies for identifying the right DNA for each role and how to build a sales team that supports the growth and scalability of your business.

Highlights:

• Why the AAR framework is essential for every business.
• How to match sales roles to the right personality types.
• The challenges of finding "unicorn" salespeople who can do it all.
• Why separating acquisition and ascension roles leads to better results.
• Examples of how businesses successfully implement these roles.

Resources Mentioned:

• New Sales. Simplified. by Mike Weinberg
• Sales Management. Simplified. by Mike Weinberg
• Gym Launch by Alex Hormozi

If you're building or expanding your sales team, this episode is a must-listen! Learn how to identify hunters and farmers and position your business for long-term success. Don't forget to subscribe and leave a review!

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