Top Sales Hunters Focus on Acquiring New Accounts to Increase Sales
In this part of the series on Best Practices of Top Sales Hunters to Increase New Account Sales, we share the first of seven best practices: Top hunters focus on acquiring new accounts. As we interviewed the top hunters, we kept hearing one word over and over again: Focus. Top hunters consistently mentioned focus as a key to their success. As one of our interview participants put it, “For me, it is all about focus: focusing on the right accounts, focusing on the right activities, focusing on consistency and focusing on winning business.” One of the other things that we noticed as we dug deeper was that none of the reps were in hybrid roles, having a mix of hunting and farming responsibility. We realized that a large portion of the success of top hunters could be attributed to their clear role definition. Their job role, expectations and compensation were all focused on a singular purpose: winning new accounts. While there are volumes written on job roles and compensation, it is especially relevant for new account acquisition because: