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

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.