How to identify a Rainmaker from Hunter-Farmers

Finding Rainmakers

Rainmakers tend to change jobs quickly when a higher salary or bonus is offered. They are extroverts and know the art of client seduction. Hunter-farmers are often less extrovert, or sometimes even introverted, and remain longer employed with companies. Good client relationship is their capital, and they are better incentivized with retention bonus schemes.

Rainmaker in Sales:

1) Exceptional Networking Skills: Rainmakers typically have extensive networks within their industry or market. They effortlessly build relationships with key decision-makers and influencers.

2) Strategic Thinkers: They have a knack for identifying and capitalizing on opportunities that others might overlook. Rainmakers often possess strategic insight into market trends, competitor movements, and client needs, positioning them as invaluable resources.

3) Deal Closers: Rainmakers excel at closing large deals or securing significant accounts. They possess the charisma, negotiation skills, and persuasive abilities necessary to win over clients and secure high-value contracts.

4) Consistent Performance: A key characteristic of a rainmaker is their ability to consistently bring in significant business for their institution, whether through new client acquisition, expanding existing accounts, or securing lucrative partnerships.

Hunter-Farmer in Sales:

1) Balanced Approach: Hunter-farmers excel both in acquiring new clients (hunting) and nurturing existing relationships (farming). They have the versatility to switch between these roles depending on the needs of the business.

2) Relationship Builders: Unlike rainmakers, who might focus more on transactional deals, hunter-farmers prioritize building and maintaining long-term relationships with clients. They invest time and effort in understanding client needs, providing personalized solutions, and delivering exceptional service.

3) Customer-Centric: Hunter-farmers prioritize the needs and satisfaction of their clients. They proactively address issues, provide support, and identify opportunities for cross-selling.

4) Steady Growth: While hunter-farmers may not always close the largest deals or bring in massive clients like rainmakers, they contribute to steady, sustainable growth by cultivating a loyal client base and driving repeat business.

Both Rainmakers and Hunter-Farmers play vital roles in sales, each with unique strengths and approaches. Identifying these distinct characteristics can help in building a strong and dynamic sales team. 

Sales Networking RelationshipBuilding BusinessGrowth ClientRetention