Article

Evolution of a Contractor Salesforce

Contractor sales team structure explained: which salesperson to hire next, how Stallion Hunters open commercial B2B accounts, and how to grow from there.

Ryan Groth Founder & CEO, Sales Transformation Group

May 8, 2020 1 min read

Originally published May 8, 2020. Updated September 2026 with a summary, next steps and answers to common questions.

Ever wonder how you should structure your sales model as a contractor? Ever wonder which type of salesperson you need to hire next to take your business to the next level? Did you know there are different types of salespeople? How should they get paid? What’s the best model and why?

In this video, discuss how you should assign “Stallion Hunters” to break into the Commercial B2B Market with a high-margin, low ticket solution that begins the relationship with the Account and then what to do from there. I’ve seen multiple failed attempts and successes when designing this model and I’ve cracked the code to ramping the right model up and quickly, profitably, and predictably.

If you would like to share your current and desired model with me, I can determine what is wrong and right about it and how to optimize it for your company. This is critical, especially in today’s landscape. Click the link below to check out more resources, complete the questionnaire, and book a call and we can determine how we can serve you.

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Mapping your contractor sales model before your next hire

Most contractors hire a salesperson because they are busy, not because they have a model. I have watched that go wrong many times. Before you post the job, sit down and write out two things: the sales model you run today and the one you want a year from now.

List every role involved in selling right now, including you.
Decide whether your next hire is there to open new commercial accounts or to grow the accounts you already have. Those are different people.
If it is new accounts, define the high-margin, low-ticket offer your Stallion Hunter will lead with to start the relationship.
Write down how each role gets paid and make sure the pay matches the job you want done.

If you sell B2B, my Commercial Sales Accelerator group coaching works through reaching property managers and building accounts over time. If you would rather have someone run the team for you while this model gets built, look at fractional sales leadership. Either way, bring your current and desired model to the call and we will look at it together.

Choosing the right type of salesperson to hire

What type of salesperson should a contractor hire first?

It depends on the model you are building. If your goal is breaking into commercial B2B work, a hunter who opens new accounts is a different hire from someone who manages existing relationships. Map your current and desired sales model first, then hire the role that fills the gap. Hiring on busyness alone is how many contractors end up with the wrong person in the seat.

What is a Stallion Hunter in contractor sales?

In this model, a Stallion Hunter is the salesperson assigned to break into the commercial B2B market. They lead with a high-margin, low-ticket solution that starts the relationship with the account. Once that first job is done well, the company has a foothold to grow the account from there, rather than chasing large bids with no relationship.

How should contractor salespeople be paid?

Pay should match the role and the model. A hunter opening new accounts and a rep growing existing ones do different work, so they should not automatically share one pay plan. Ryan Groth works through compensation as part of designing the whole sales model, because a pay plan that rewards the wrong behavior undermines even a well-structured team.