Management Ideas - Content from the Archives https://www.mgmtideas.com/?utm_source=rss&utm_medium=rss&utm_campaign=2026-08-07 Use this RSS feed to keep up with current and archived content on the Management Ideas site Fri, 07 Aug 2026 04:07:03 UTC Archived Idea: Hunting vs. Farming in Sales https://www.mgmtideas.com/hunting-vs-farming-in-sales/ https://www.mgmtideas.com/logo.png Management Ideas https://www.mgmtideas.com/?utm_source=rss&utm_medium=rss&utm_campaign=2026-08-07 It's easy for organizations to fall into the habit of seeking sales growth only through existing customers. Even though the sales force is typically best placed to find and approach potential clients, individual reps may shun the uncomfortable task of cold-calling in favor of selling to customers they know well. One large distributor of auto parts tried tackling this problem by separating these activities. Its … [ Read more ]

Author: Maryanne Hancock
Source: Using your sales force to jump-start growth
Original Publication: The McKinsey Quarterly
Subject: Marketing / Sales

Original article: Hunting vs. Farming in Sales © Equinox Enterprises (Jeff Blum)

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