How To Recognize The Hunter Salesperson
By Robert Post CEO, Knowland | November 10, 2019
In a recent article "The Hunter Group Salesperson: Endangered Species or Already Extinct? " we identified three types of salespeople, the Hunter, Order-Taker and Farmer. In this article, we take that concept a bit further to identify the DNA of the Hunter salesperson and offer ways to help you recognize them – in the wild or in captivity.
Arming your teams with a healthy mix of the different types of salespeople will set your hotel up well. Within this mix, we like to see a good number of Hunters within each hotel group sales team because this type of salesperson has both the natural instincts and trainable qualities that we find best aligns with proactively selling group. In any economic environment, a Hunter will systematically source and book "best-fit" group business for your property helping you to ride out storms and outperform your competition.
So how do you find these Hunters? It can often be one of the hardest parts of running a sales team if you don't know what to look for. Our first instinct in hiring is to look at the resume. How many years of experience do they have? Has the person worked at the same caliber hotels? However, limiting yourself to the resume only might mean you overlook a better candidate. Almost without exception, Hunter sales DNA trumps the resume.
Additionally, we think we can train someone to be a Hunter. And while many elements of being a good salesperson are teachable, there are basic characteristics of Hunters that can't be taught – they are an intrinsic part of the DNA of that person.
So, when you are sitting across the table from a sales candidate, what are the go-getter traits you should look for in the hiring process? And, more importantly, how do you determine if that person possesses them?
The DNA of Good Hunters