Welcome to another episode of Flowing Sales, where we dive deep into the dynamics of sales operations within the manufacturing sector. Today, we are thrilled to host Dave Kurlan, a seasoned expert in sales consultancy and the author of a best-selling book on sales tactics. Dave brings decades of experience in evolving sales roles from generalized to specialized functions, particularly in manufacturing and rep firms. In this episode, Dave shares invaluable insights from his article "Do You

Have Woodpeckers in Your Sales Organization?" discussing the crucial differences between 'hunters' and 'farmers' in sales teams, and which strategies help enhance their performance. He also critiques the modern approach of using junior reps for prospecting and scheduling, explaining why it might be hindering rather than helping your sales team's effectiven ...