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How One Salesman Got the CEO’s Ear and Swapped Bad Appointments for Good
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Key takeaways
- But I talked to him and I was like, talk to me about your sales process.
- And he's like, well, I I 5x this business.
- He said, well, I won the sales award the first year, which means I got an hour with the CEO.
- And when I had the hour with the CEO, I told him, hey, you should stop giving me the bad appointments.
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Full transcript
Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.
0:00A guy in my building is the top time share salesman in America at the biggest firm. They do like 5 billion a year. He's won four out of five years as number one producer. He's a bit of a character. But I talked to him and I was like, talk to me about your sales process. And he's like, well, I I 5x this business. And I was like, all right, how'd you do that? He said, well, I won the sales award the first year, which means I got an hour with the CEO. And when I had the hour with the CEO, I told him, hey, you should stop giving me the bad appointments. Give me all the best appointments and give the new kids the bad ones. I'll make you more money.
0:27And so he convinced the guy to do that just at his location. And he like he went from making like 400 a year to making like two and a half million a year as a sales guy. And by giving the best leads to the best guys and the worst leads to the worst guys, it weeded out the bad guys. But more people wanted the job because they knew they could make two million dollars a year. And that's how it shifts. So if everybody makes 250, it recruits a very different person than knowing you're going to have to put your time in. You got to prove yourself on these bad leads so that you get slightly better leads until eventually you're one of the top dogs because you survived.