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 · RO / EN

Prospecting and first contact

Practical modules on opening cold relationships and first-contact strategy.

Influencing and SPIN skills

The questioning discipline that turns a first meeting into a qualified one.

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

Audience

Sales executives

Duration

3 modules · 6 weeks

Format

Blended · RO / EN

Measurement

Kirkpatrick L1–L4

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 exploring how capability building can strengthen performance across your organization, we can help you identify where the greatest opportunities for impact lie and what capabilities matter most in your specific context.

Our first conversation is exploratory. We look at your business priorities, current challenges and organizational maturity to identify where capability development could create the most meaningful and measurable value.