Sales & Customer Experience
Hunting & Farming Skills
Two different jobs with two different skill sets, built deliberately rather than assumed to coexist in one person.
The business challenge
Why organizations ask for this.
Sales teams overfocus on either acquisition or retention, missing the balance and the growth that comes from doing both deliberately.
Approach & methodology
How the programme actually runs.
3 modules · 6 weeks · Blended
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Prospecting and first contact
Practical modules on opening cold relationships and first-contact strategy.
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Influencing and SPIN skills
The questioning discipline that turns a first meeting into a qualified one.
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Business case simulations
Applied to the team's own territory and portfolio.
Competencies built
What participants can do afterwards.
Prospecting
Open new accounts systematically, rather than when the pipeline runs dry.
Influencing
Earn the first meeting from someone with no particular reason to give you one.
Negotiation
Protect margin on new business without losing the deal.
Relationship building
Grow existing accounts through depth, not through frequency of contact.
Time management
Split hunting and farming time deliberately, because one always eats the other.
Expected business outcomes
What the organization should see.
Increased new business acquisition
Higher sales performance and pipeline growth
Improved balance between acquisition and retention
Schedule & format
Practical details.
FAQ
Frequently asked questions
Sales executives.
3 modules · 6 weeks. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.
Blended. We adapt the mix to your geography and shift patterns.
Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.
Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.
Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15–20% and 60–80% transfer into practice.
Yes. We also deliver in French across our Western European and African operations.
Related programmes
Others in Sales & Customer Experience.
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
Start a conversation
Book a strategic discussion about Hunting & Farming Skills.
If you are evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.