Sales type: The Hunter

Sales assessment: the Hunter type

TestGroup's sales assessment is the premier choice for evaluating sales talent in numerous countries around the globe. This powerful tool provides immediate insights into the commercial skills of your candidates or employees. Endorsed by industry experts, it is the preferred assessment for businesses aiming to hire top talent. You can conveniently order the sales assessment for each candidate or choose a cost-effective subscription plan to address your ongoing needs.

Participants take about 45 minutes to complete the assessment. You will receive two reports: the Sales Report, which highlights sales-specific strengths, and the Personality Report, providing insights into the candidate's traits and behaviors.

The online sales assessment provides an overview of a candidate's commercial strengths, potential risks, and suitability for sales roles. It includes scores for the six stages of the sales process and outlines four key sales types: Hunter, Farmer, Consultant, and Negotiator.

What is a hunter sales type?

A hunter sales type is a high-energy, results-driven salesperson focused on generating leads and closing deals quickly. Using a sales assessment helps businesses identify top-performing candidates for this dynamic role.

As the name suggests, hunters in sales actively seek out prospects and focus on converting them into customers. These sales professionals are highly driven, often motivated by commission, and thrive when working independently. Many prefer autonomy and excel when given the freedom to manage their work.

Hunters possess the ability to quickly earn a prospect’s trust and close deals at a steady pace. However, they are less focused on cultivating long-term client relationships.

• Hunters are sales professionals who focus on acquiring new clients.
• They proactively search for prospects to generate business from them.
• Hunters know where to hunt and how to catch their prey.
• They may approach many prospects daily and are highly focused on closing deals.
• They do not spend time on prospects that do not promise business leads.
• Not all hunters seek a quick deal; it depends on the product they sell and the company they work for regarding how much time they invest to close the deal.
• Since hunters contact numerous prospects, it is crucial that they leave an excellent first impression.
• They need to be enthusiastic and able to handle many ‘no’s’ from potential clients.
• Hunters prefer to be solely responsible for a deal, which may lead to an individual work style. They can be competitive and must demonstrate emotional resilience.

TestGroup's sales assessment is based on The Bridge Personality test, which evaluates 34 competencies associated with the Big Five model of personality. Eight of these competencies are crucial for selecting and developing a Hunter sales type:

Matching Bridge Personality competencies

• Enterprising
• Socially bold
• Action focused
• Results focused
• Self-confident
• Practical
• Networking
• Convincing

Sales employees with low scores (1-3) on the Hunter type:

• Will adopt a reactive attitude.
• May lack self-confidence or enthusiasm and will not convey confidence or enthusiasm to clients.
• May struggle to approach new prospects and make a good first impression.

Sales employees with high scores (8-10) on the Hunter type:

• Will actively reach out to new prospects.
• Possess the ability to create a strong first impression with potential clients.
• Will be aware of who to contact for new business opportunities.

Skills that a Hunter can develop to improve sales:

To become better at hunting for new business during sales work, the following skills can be developed:

• How to make an excellent first impression

To make an excellent first impression, a hunter must show drive and enthusiasm. To achieve this, hunters take good care of themselves and actively work to stay in shape both physically and mentally. An appearance that is well-maintained, a firm handshake, and an open posture will ensure that the salesperson appears more confident and self-assured, leaving a competent first impression.

• How to foster a competitive attitude

By actively viewing themselves as the ideal salesperson and thereby creating a positive self-image, the salesperson can become a better Hunter. A natural Hunter will always feel the urge to improve in sales overall and hunting in particular. Hunters aspire to excel in their profession and strive to enhance their skills every day. To achieve this, a proactive attitude is essential. Establishing achievable targets will help the Hunter focus on attainable results. Additionally, making the Hunter aware of the presence of competitors will drive them to be quicker, more creative, and more focused. A Hunter enjoys competition and views sales as a game that must be won.

How to spot the hunter sales type:

• Typically more extroverted compared to other sales types.
• During interviews, they often highlight past achievements in acquiring new leads, closing deals, and meeting quotas.
• Likely to proactively follow up after a job interview.
• Demonstrates resilience in handling rejection.
• Strongly motivated by commission-based or performance-driven pay structures.

Typical responsibilities:

• Identifying and generating new leads.
• Implementing cold outreach campaigns.
• Qualifying potential customers.
• Conducting product demonstrations.
• Overcoming objections.
• Negotiating deals.

Potential job titles:

• Sales Development Representative (SDR)
• Business Development Representative (BDR)
• Field Sales Representative
• Account Executive (AE)

Managing the sales hunter type

Hunters bring high energy and motivation to succeed. Allowing them to work independently is often the best approach to maximize their strengths.

To motivate hunters, it is effective to tap into their competitive nature and drive for success. Challenging sales quotas, healthy competition within the team, and performance-based incentives can help maintain engagement and productivity.

Hunters are known for seeking growth opportunities. If they perceive stagnation in their career, they are likely to move on to other organizations with greater potential. To encourage retention, ensure they remain challenged and motivated through opportunities that stretch their abilities.

Hunters view sales as a numbers game, aiming to connect with and convert as many leads as possible. Rejection and objections are seen as part of the process, not as setbacks.

Traits of a Hunter

Sales hunters can be identified by the following key characteristics:

• Independent: Hunters are self-motivated and excel at staying focused on their goals without requiring constant guidance.
• Commission-Driven: They thrive on the idea that their earnings directly correlate with their efforts, often favoring high commission over a larger base salary.
• Persistent: Hunters are relentless, overcoming obstacles and setbacks with determination to meet their targets.
• Thick-Skinned: Rejection does not deter them; every “no” simply drives them to pursue the next opportunity.
• Disciplined: The need to earn through performance ensures they remain diligent and committed to their tasks.

Activities Commonly Performed by Hunters

Hunters are often engaged in activities such as:

• Generating and qualifying leads.
• Making strong first impressions with prospects.
• Attending networking events.
• Joining professional groups and organizations.
• Using LinkedIn and other platforms to build connections.
• Making cold calls and sending cold emails.
• Asking for referrals from existing clients.
• Delivering product demonstrations and sales pitches.
• Handling objections and negotiating deals.

These activities align with the traditional expectations of a sales representative and showcase the core strengths of hunters.

Pros and Cons of Sales Hunters

Sales hunters bring significant value to any organization. Their drive to secure new business is essential for company growth, as no business can thrive without generating new revenue. Hunters often serve as the face of the brand, leveraging their charisma to create strong first impressions with potential clients.

However, a team comprised solely of hunters may face challenges. Acquiring new customers is considerably more expensive than retaining existing ones, and even the most effective hunters require substantial resources to succeed.

Hunters also tend to work independently and may not prioritize contributing to team culture. This independent streak can lead to a higher likelihood of leaving for better opportunities if their needs for growth and challenge are not met.

Recognizing a Sales Hunter

Identifying hunters within a sales team is critical for building an effective workforce. Sales hunters stand out due to their relentless pursuit of opportunities, innovative approaches, and passion for achieving success.

Key indicators of a sales hunter include:

1. Obsessive pursuit of opportunities: They are constantly prospecting, networking, and researching to expand their client base.
2. Innovative problem solving: Hunters often devise creative strategies to overcome challenges and approach prospects uniquely.
3. Passion for sales: Their enthusiasm for selling is evident in how they engage with both products and potential clients.
4. Exceptional communication skills: Hunters excel in both written and verbal communication, delivering persuasive messages that captivate even skeptical prospects.
5. Team influence: Their energy and drive often inspire others, creating a ripple effect that elevates team performance.

Building a Sales Team with Hunters

To effectively integrate hunters into a team, a structured approach can be used:

• Analyze sales data to identify team members who consistently exceed targets and acquire new clients. Tools like sales scorecards can simplify this process.
• Observe team behavior to pinpoint individuals who proactively seek opportunities and take charge of their sales strategies.
• Facilitate discussions on innovative sales techniques to reveal those who contribute fresh and creative ideas.

With the right strategies, hunters can become invaluable assets to any sales team, driving growth and success.