The Best Salespeople Are Shepherds

Most have probably heard a salesperson referred to as a hunter or farmer.  It makes sense. The profile of someone finding new business is to track it down like a hunter. The farmer makes sure they work diligently to keep their crops growing and most importantly harvesting.  I think these terms are also used because they are two of the earliest ways humans have provided for their families.  Ultimately that is what we are all trying to do, make sure we can put a meal on the table for our families.  Their is another way that people early in human history provided for their families as well though and that was being a Shepherd.  The Bible says that Able the 4th man on the earth was a Shepherd.

So why do Shepherds make the best salespeople?

Shepherds keep their flock together. - The best salespeople help their customers to not get a project too large. In other words they keep the sheep from drifting too far.  So many times a customer has a need. A solution provider has many great tools that could make significant impact to their customers business.  The best salespeople address this by helping create a plan.  Address the root cause of a problem and structure a plan for the future to utilize those other tools. They don't let the project stray away.

Shepherds protect their flock. -  The best salespeople prevent their customers from getting harmed.  A customer is a precious resource in today's economy.  The best salespeople protect their customers from external and internal dangers.  They help their customers see potential pitfalls in a project. They do all that they can to make sure their customers continue to be customers, by protecting their flock from competitors.

Sheep know their Shepherds voice. - Studies have shown that a flock can recognize the voice of their Shepherd.  This comes from hours of being together and providing good leadership.  The Shepherd is trusted by the sheep.  The best salespeople become a trusted partner.  Their thoughts and ideas are sought after by their customers.  This is done by speaking with a customer frequently and building a relationship. This is done not only when the salesperson needs something, but also by demonstrating they care.

These are just a few of the reasons why Shepherds make the best salespeople.  So, what are the results of being a good Shepherd?  Just like a shepherd is able to use the wool for clothing and milk for food.  When a salesperson is a good shepherd they get to keep on working with their customers over and over and over again.  Not only does this help provide food on the table, but it also gives them something to wear.

It is great to have hunters and farmers, but the real question is . . . How many Shepherds do you have?