Soar to Success July2021

S ales methodologies have evolved over the years. We saw Relationship Selling in 1936 followed by Needs Satisfaction Selling in 1968. In 1988 we were introduced to SPIN Selling closely followed by Solution Selling in 2000. The Challenger Model emerged in 2011. In response to the pandemic, most sales teams evolved intoaVirtual SalesModel outof necessity andmarket constraints. We experienced a strong rise in Social Selling as discussed in last months’ issue of Soar to Success. No matter what sales methodology teams were using, one constant was the two types of sales roles: Hunter and Farmers. By Mark Allen Roberts Sales Roles After the Pandemic, and The Dawn of the “ Fisherman” For years we have quickly classified salespeople as hunters or farmers but in response to the pandemic we saw a new sales roles emerge: The Fisherman. Let’s take a closer look at sales roles…. Hunter The primary role of the hunter, as the name implies was to hunt for new business. This valued role is constantly prospecting for new customers and closing new logos for their companies to serve. Farmer The primary role of the farmer is to grow and retain current accounts. This highly valued