Episode
Selling Sales to Your Salesmen: Compensation, Hiring, and Proactive Growth (63)
- Podcast
- Unlocked Podcast
- Published
- Jan 29, 2026
- Duration seconds
- 4279
- Processing state
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Summary
In Episode 63 , the Unlocked Podcast shifts focus from "low tide" excuses to high-level Sales Management . Lars Johnston from Calgary Lock & Safe leads a candid discussion with Tony ( Assured Security ) and Chad ( Loc-Doc Security ) about the hardest sale a leader makes: getting the sales team to buy into a proactive process. Tony reveals how intentional hiring —specifically finding five key "Whos"—transformed his organization in 2025. The conversation dives deep into the psychology of compensation and accountability , exploring why 100 cold calls might only lead to 5 conversations, and why that "boring" consistency is the only way to scale. If you’ve struggled to move your team from reactive order-takers to proactive "farmers" who hunt within your own database, this episode provides the roadmap for managing that transition.