19 min listen
Can You Coerce, Coach & Compensate Zookeeper Wired Salespeople to Successfully Hunt for New Business?
FromThe Sales Management. Simplified. Podcast with Mike Weinberg
Can You Coerce, Coach & Compensate Zookeeper Wired Salespeople to Successfully Hunt for New Business?
FromThe Sales Management. Simplified. Podcast with Mike Weinberg
ratings:
Length:
23 minutes
Released:
Jul 14, 2022
Format:
Podcast episode
Description
In this episode Mike tackles the first of the Four R’s of Smart Sales Talent Management: Right People in the Right Roles and he introduces the concept of zookeeper-wired sellers. So many sales leaders live in perpetual frustration that their overly relational, account management minded salespeople will not hunt for new business. These “zookeepers” are wonderful people who live to keep the peace, enhance relationships, put out customer service fires, and service existing accounts, but most absolutely hate the conflict, risk, and rejection that accompanies hunting for new business. Prepare to be challenged as Mike asks if it is possible to coerce, coach, and compensate zookeepers to become successful hunters. He also turns conventional wisdom on its head by making the case that even the most successful “account managers” who consistently penetrate and grow revenue within existing accounts actually behave more like proactive hunters than reactive farmers/zookeepers. ______________________________________________________________________ Join Mike on either July 19th or 21st for a special session where he will offer 4 Practical Fixes for the Biggest Challenges Facing Sales Leaders Right Now. Sign up at https://mikeweinberg.com/4practicalfixes/
Released:
Jul 14, 2022
Format:
Podcast episode
Titles in the series (72)
Introduction: Sales Leaders, YOU are the Key!: If you’re ready to increase sales management effectiveness and lead a winning, energized sales team that consistently brings in new business, then The Sales Management. Simplified. Podcast is for you. In this premier episode, three-time bestselling... by The Sales Management. Simplified. Podcast with Mike Weinberg