The Sales Hunters, Farmers & Hybrids
There are four distinct types of salespeople — and figuring out which one you are is crucial to your success and the longevity of your sales career.
If you’ve ever felt icky, bored, or disconnected in a sales role, it’s easy to think you’re just not cut out for it — but don’t quit just yet.
You might just be playing the wrong position.
In this article, I’ll walk you through the 4 types of salespeople, help you figure out which one you are, and help you start selling in a way that suits you.
Why Knowing Your Sales Type Matters
“Yes, thank you, David. Please renew us on the same terms as last year”.
That was when I knew something was off.
This was a 120K deal I had closed the year before — four times bigger than our average deal size at the time.
I was supposed to be jumping for joy — but somehow I felt demotivated.
That was the moment I realised I wasn’t cut out to be an account manager — even though I was perfectly capable of doing the job well.
And that realisation became a defining part of my sales career.
One of the biggest reasons salespeople don’t last long in sales jobs is that they’re hired into roles that don’t suit their natural sales type.
The tricky part is, most salespeople can push through and do almost any role — for a while.
But over time, they burn out, lose motivation, or just stop enjoying the job.
A Sales Hunter can survive in an account management or customer success role, but they’ll get bored fast.
And a Farmer might manage to do cold outreach and chase new business for a few months — but they’ll hate every second of it.
The 4 Types of Salespeople Explained
Most people assume sales is just sales — but anyone who’s done the job knows that’s not true.
There are different ways to sell, and different types of salespeople who thrive in different environments.
Some are built for outbound hunting.
Some are better at managing and growing existing accounts.
And some can do both — as long as the role is balanced the right way.
Here’s a breakdown of the 4 most common types of salespeople — so you can start figuring out which one sounds most like you.
Sales Hunters
Sales Hunters are a rare breed — and if you are one, you’ll know it.
You live for the chase.
Without it, the job feels flat.
You like to move fast, cut the fluff, and get straight to the point.
You’ve got no problem cold calling, getting past gatekeepers, and chasing down new business like your life depends on it.
Hunters tend to perform best in fast-moving sales environments with shorter sales cycles — usually under six months.
If you’re selling to SMBs or working full-cycle with high outbound, this is probably where you shine.
Sales Farmers
If you’re a Sales Farmer, you’re the opposite of a pure Hunter.
You’re probably the friendly, chatty type — easy to like and easy to trust.
You get fulfilment from building long-term relationships and keeping your customers happy.
Mentioning upsell targets might make you roll your eyes.
Even retention targets can feel off, because to you, the goal is simple: take care of the customer, and the rest will follow.
And you’re not wrong — happy customers stick around.
And when they’re handled by someone warm, genuine, and low-pressure, upsells often come naturally.
Sales Farmers perform best in roles where they can build long-term relationships without constantly being pushed to close new business.
They’re ideal for account management, customer success, and renewal-focused roles.
Especially in companies with longer sales cycles, recurring revenue models, or enterprise clients that need ongoing care and attention.
Hybrid Sales Hunters
Hybrid Sales Hunters share a lot of the same traits as pure Hunters.
Many are what I’d call retired Hunters — they still enjoy the chase, but they don’t want to do it all the time.
They tend to be more patient, less aggressive, and more selective with the way they work new deals.
If you’re a Hybrid Hunter, you still want to close new business — but you want a more balanced environment.
Ideally, you want a steady flow of good leads, not just cold outreach all day.
This type of salesperson is ideal for full-cycle roles where you handle both the close and the customer relationship after the deal is done.
Hybrid Hunters also tend to do well in Enterprise sales, where deals are complex and the sales cycles are long.
Hybrid Sales Farmers
Hybrid Sales Farmers are one of the most common types of salespeople.
You’re primarily driven by building strong relationships — but you still need a bit of the chase to stay interested.
A long-term pure Farmer role would bore you.
It’s common for Hunters to shift into this type of role later in their career — often after having kids or just wanting more balance.
If you’re the kind of salesperson who enjoys looking after customers but also spotting upsell and cross-sell opportunities, this is probably your lane.
Hybrid Farmers are ideal for roles where you need someone who can keep customers happy — while still driving revenue growth from existing accounts.
How to Figure Out Your Sales Type
Most salespeople can spot their type just by reading the descriptions above — something usually clicks.
But if you’re still unsure, here are a few simple questions to help you figure it out:
- Do you get a buzz from opening new conversations, or do you prefer building on existing ones?
- Would you rather cold call a list of prospects or check in with loyal customers?
- Does admin and account maintenance drain you — or do you enjoy the structure?
Be honest with yourself.
This isn’t about what you should be doing.
It’s about recognising what actually gives you energy — and what quietly wears you down.
Once you’re clear on your natural type, you’ll start spotting the patterns.
The roles you enjoyed.
The ones that burned you out.
The parts of the job that made time fly — and the ones that made you question your career.
And that’s where things start to change.
What to Do Once You Know
Once you’ve figured out what type of salesperson you are, the real value is in how you use it.
If you’re in the wrong role right now, you’ve got two choices — adapt the role or plan your next move.
Start looking at sales jobs and opportunities through a different lens.
Instead of chasing titles or salaries, look at how the role actually works day to day.
Will you be hunting? Managing accounts? Doing both?
Does the role match your strengths — or will it drag you into work that drains you?
You don’t have to sell like someone else to be successful.
You just need to sell in a way that suits you.
Get that part right — and everything else gets easier.
Conclusion
Sales isn’t one-size-fits-all — and neither are salespeople.
Figure out your natural sales type, lean into it, and stop trying to fit into roles that don’t suit you.
Because when you sell in a way that feels right, you perform better, stay motivated, and actually enjoy the job.