Summary
As organizations mature, chief sales officers (CSOs) must profitably grow revenue from new-logo and existing accounts. CSOs with reps in dedicated hunter and farmer sales roles can help them focus their performance and productivity on each of these two types of accounts. Hybrid sales roles are the right choice when market growth requirements are balanced between new business and growth/renewals and when account team transitions introduce unacceptable risk. In this report, we detail the factors that CSOs must consider when choosing between dedicated hunter/farmer sales roles or a hybrid sales role.
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