# Selling Sales to Your Salesmen: Compensation, Hiring, and Proactive Growth (63)

Page: https://stenobird.com/podcast/unlocked-podcast-7056483/selling-sales-to-your-salesmen-compensation-hiring-and-proactive-growth-63
Text version: https://stenobird.com/podcast/unlocked-podcast-7056483/selling-sales-to-your-salesmen-compensation-hiring-and-proactive-growth-63.md
Podcast: [Unlocked Podcast](https://stenobird.com/podcast/unlocked-podcast-7056483)
Published: 2026-01-29T13:53:40+00:00
Episode link: https://podcasters.spotify.com/pod/show/podcastunlocked/episodes/Selling-Sales-to-Your-Salesmen-Compensation--Hiring--and-Proactive-Growth-63-e3ebtfn
Audio file: https://anchor.fm/s/fc2278e0/podcast/play/114734007/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2026-0-29%2F74f9a54b-fa23-1ab8-4753-52ff04f11eff.m4a
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JSON: https://stenobird.com/v1/public/podcasts/unlocked-podcast-7056483/episodes/selling-sales-to-your-salesmen-compensation-hiring-and-proactive-growth-63
Duration seconds: 4279

## Resource

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.

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## Transcript

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