In the world of sales, there are 3 types of reps: hunters, farmers, and dying. Most sales teams have realized that developing a group of reps who prospect for their own leads and build their own pipeline rather than simply following up on inbound leads and farming current customers for repeat orders is essential for driving growth. Order-taking farmer reps will get you only so far.
Business performance depends on how well a company manages its internal processes. Companies with effective business process management in place are able to analyze key performance indicators to monitor efficiency of day-to-day activities and employees against operational targets.