Planting or seeding vs harvesting
A harvester harvests the plants or crops that have been seeded by a planter who has prepared the fields previously.
In business marketing prepares the fields on which the sales hunter plants the seeds and will harvest the first harvest. Then the account manager will harvest the same account for years to come.
The big difference is that the planter needs to prepare his fields and seed every year whereas the account manager keeps on harvesting without the requiring the sales hunter.
The sales hunter can or has to go to find new opportunities which is a constant challenge.
The account manager is the constant harvester.
Account managers and sales hunters are of a different kind and don’t mix well. It is likely the sales hunter would get bored quickly as account manager.
Actually account managers are dependent from the sales hunters as without them no accounts would exist. Hence the sales hunter should receive a part of the commission of the account manager.
It was the sales hunter that took the initiative to find the lead or convert into a prospect and has build the commercial relationship. He brought the trust required to close the first deal. As the account manager is dependent from the sales hunter in many ways, the sales hunter should get a part of the commission which would give the sales hunter a long income stream.
What do you think ? Should the sales hunter get a part of the commission of the account manger ?