Can You Coerce, Coach & Compensate Zookeeper Wired Salespeople to Successfully Hunt for New Business?

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. 


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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/