The sales world is tragically riddled with tired analogies, but among the most poignant (ahem) observations about the personas of those in sales jobs in Boston is that of the hunter and the farmer. Sales job ‘personalities’ tend to fall into these two neatly packaged, if slightly oversimplified, categories that dictate what kind of role a salesperson might find him/herself in. For my money, the main flaw of this analogy is that it gives the impression that sales people will eventually eat their customers….hmmm. Is it any surprise that the sales profession holds a less than desirable stigma? But let’s continue with this anyway and hopefully you’ll learn a thing or two and maybe even discover more about sales jobs, an often-undervalued field that is actually perfect for you.
The hunter- These types thrive on discovering new opportunities and uncovering potential areas for expansion. They are able to assess the needs of a potential client quickly and efficiently after doing their research, and in some cases (if they are sharp), create a perceived need. Extroverted, sociable, and highly independent, these people can appear to be “all talk”, but if they are professional and intelligent, they won’t just be feeding people a line. The hunter type may be found occupying the roles of business development representative and field sales representative to name a few.
The farmer- This person is the cultivator of accounts, the maintainer of relationships, and the protector of all things hunted. This is the person who works within existing accounts to ensure that first-time clients become loyal clients year after year. Less independent than their aggressive colleagues, farmers work well in teams and are conversationally engaging and nurturing. You may find a farmer working as an account manager, customer service representative, or inside sales representative.
Considering a sales job in Boston? Don’t be put off by this ridiculous analogy or the negative chatter that seems to surround the industry. Sales is an increasingly sexy field, particularly as Boston and the rest of the country emerges from economic slumber and the needs of clients are now backed by an ample budget. Many companies are beginning the search for those who possess the traits listed above, and are willing to compensate on a commissioned basis for your hard work in the field and on the farm.
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