[vivekpreddy]

Those statements don't necessarily contradict each other. For example, there are a lot of junior sales development (or business development) reps that have these artificial ceilings put on them where it takes a lot longer to get promoted into a true closing role. Their skillsets are still quite aligned with what you'd want in a closing rep in that they have to prospect, cold-call and drum up business in a similar hunting fashion as that of a true closing rep.

On the other hand, you do have to be wary of those that are extremely used to having inbound flow for their calls or were more of account managers. It's a completely different style of sell- more farming and less hunting. For earlier stage companies, you almost always are looking for hunter-types, and that's what the author is trying to point out.

tl;dr: Hire up-and-coming SDRs/BDRs whose growth pattern is too limited at larger companies but avoid farmers when what you actually need are those with the hunter gene in them.