The 4 types of salespeople — and how to pick the one that is right for your company

It's a fundamental problem for most entrepreneurs: how to find and hire the right sales person.

Your business may be growing to the point where you know you need someone to focus on sales. But how do you find the right person?

These strategies will help you save time and money by hiring someone who will achieve the sales you need, not just sound great on paper.

To figure out the right type of sales person for your business, get a sense of what type of client you're pursuing. Ask of your company, who you are, what you sell and who your ideal client would be.

Is your ideal client ready to buy what you sell? Will they be a short- or long-term client? Do they make purchasing decisions based on value or price? Does the potential client’s reputation align with yours? Will the client treat your employees with respect? Does this client have the potential for long-term business?

Once you profile the client you’re looking for, choose the right type of salesperson for the job. There are four distinct types of sales people, and depending on the life cycle of your business, you may need one, two or even all four types on your sales team:

1. The Hunter. When selling a large-ticket item, such as a big software package, or when building a new business and you need clients right away, opt for the hunter. The hunter is after the big kill and will work for a long time to get a deal finalized. However, the hunter may not be the best choice for establishing long-term client relationships.

2. The Farmer. The farmer is skilled at cultivating long-term relationships with his or her clients. If you want your clients contacting you repeatedly when they need additional products, the farmer is right for your business.