Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)

This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting, objections, sales EQ, and inked, and I'm here to help you open more doors, close bigger deals, and rock your commission check. Welcome back to the Sales Gravy Podcast. I'm Jeb Blunt Junior, and this is Ask Jeb where you ask your toughest sales questions, and Jeb Blunt, he gives his best answers. And those answers, they come straight from the trenches because Jeb's not just teaching sales. He's out there prospecting, closing, and leading sales teams every single day. So let's take that next caller. Alright. Next up on the show is Jeff Velez from Lake Mary, Florida. Jeff, what's going on? So, just leading a sales organization and, always trying to get better and hire better people and get people to just increase production, make more money. So we're the real estate industry. So there's it's not a transactional sale in that. You know, we're our referrals come primarily from the real estate agent, real estate broker, other affiliates in the business, whether it be lenders title, folks like that. So there's a a repeat business element to it. Right? And when you hire people or if people have been in the industry for a long time, there's that farmer mentality. Right? So you wanna maintain a retention is very important, but because there's always attrition, how to how do you get your folks to to make prospecting a priority. Right? And and just make it make it set against part of the daily where it's executed on a on a daily basis. Couldn't believe how many organizations Jeff hired me to come to sales kickoff meetings to have this conversation with their sellers. I had one recently where it was literally as we would say in the South, a coming to Jesus meeting about the fact that their book of business is shrinking a little bit every single day. But as you said, there's natural attrition. And if you're not out there putting new logos into your book, eventually, you're gonna go out of business. And it's natural for salespeople to do this. And especially the longer salespeople have been in the job and the bigger their base of business, the easier it is for them to milk that book for a couple of reasons. One is they become comfortable. They've built a big enough book so they've got enough income so that I mean, you got enough income like what's a little bit more? It doesn't mean that much to me because I'm feeding myself versus, you know, someone brand new who starts your company, they're starting from nothing. They're they're starving to death. So they're out there working and working and working. You've got that going on and then you just got the natural human inclination to talk to people that are happy to talk to them. I I mean, if you're prospecting, the people that you're prospecting to …