What can they do to prepare to really make the most use of that time and working with you to make that relationship really sing. I would say know their numbers know their metrics. There’s a lot of times where I will talk to an individual and they won’t know those things which is OK. I mean I think you should know. I mean you asked me mine. I could I could pretty much rattle mine off the top of my head. I think that it helps me understand OK are you a top performer. Did you over achieve what can we leverage here so I can sell you to my clients here. Right. And you get your foot in the door with some of these organizations. I think they need to be prepared for what you know with numbers that need to be prepared with just basic information about their day to day activity. They should be able to articulate that. And I think they should also take the call and in a quiet area I think don’t take a driving don’t take it when you’re outside. I’ve had some pretty interesting conversations with people on the phone where you know they’re running on the treadmill or something like that at the gym or something to that effect. And I think you need to take it serious. I’m trying to get a firm grasp on what it is that you do and I’m going to be extracting certain information from you is based on pretty basic information that I’m looking for. So there’s not a ton of preparation but I would say above all else know your numbers whether it’s how many calls a day you make, how many meetings do you have per week what your quota is and w here did you line up against your quota. You’d be surprised how many individuals you ask those simple basic questions and they either dance around the question. Or they just they really don’t know the answer.
If they’re looking to change industries. I would say have an open mind because you know if your if you’re in the food industry and you’re selling you know say food and whatever the case may be you might be making X amount of money. If you’re going to change industries you are an unproven commodity so you may have to take a step back for the foreseeable future for the first year or two but the end game is to end up making more money get into you know a more flourishing industry. But you need to keep an open mind with that and a lot of individuals don’t have that open mind. You know I’ll give them the speech. OK listen you know this is you know I can I can do this for you. What you need to realize i s that you’re going to need to take a step back because you know you are proficient at what you do now, you need to go learn a whole new industry and take a step back. So I think that I think that would be the number one bit of advice I would give.
When I first sent this individual to the job they said they didn’t want to talk to them. The background was off spec and they just didn’t see anything jumping out to them and I pushed on them to speak with this individual and said you know listen it’s a phone call. I do I see a lot of I met this individual I see a lot of characteristics that I think he can be successful with your organization. And you know they finally said they trusted me and they said OK let’s talk to him. And you know a month later have to go through the process they ended up hiring him. And it showed me you know at the end of the day how this thing all works. Right. I mean if I if I had just took the No then I probably wouldn’t be sitting here today because that kind of shaped my mentality here to kind of amp it up get a little bit more aggressive get creative push for what I believe in. And at the end of the day I think it shows positive results.
I make sure that I have my priorities in check for what I’m supposed to be able to do for the day. I have a to do list that I write up before I leave most days. So I know exactly when I come in in the morning. I know what next day is my top priority is you know is it is it Joe Smith that’s got a final the next day that I need to make sure that he’s prepared for or is it does one of my colleagues have a final in one of my one of my accounts and I need to get feedback or whatever the case may be. I’ve got a call to action sitting on my desk every morning.
So the number one thing in my opinion is you typically are going to do that internally. Right. That is that’s the number one way to do it if you’re with a company that you know it’s not cutting it and you don’t see that path anytime soon. Then my recommendation is a lot of people are looking to make that jump immediately. It’s a tough jump to do if you’re in an organization and you’re going to leave to try to make that transition. It’s not impossible. I’ve seen it happen it’s just not as common. Your best bet is to do your research on a company that promotes internal growth. I mean we have we have plenty of clients that I can think of where you know you could you could be an SDR for six months and then they get a bump you up to the next level to an account executive or at least the team lead or something. Companies typically. There are two ways they either promote from within or they go from outside to get what they want right. But you can do some research you can do it on LinkedIn. You can check LinkedIn profiles if you get a company and you see you know five or 10 people with you know a profile of you know business development rep for six months and then an account executive for a year and a half and then team lead for another year and you start to see multiple profiles like that. A lightbulb should go off on your head and say well look these guys like to promote from within they like to groom their own talent. And you know this is probably a good spot for me to land right. And I try to make that speech to them to say hey listen for the time being it might be worth making a lateral move. Leave your organization right now that does not promote that internal growth and join an organization that does. It could be a huge step in the right direction.
The first step into that role I would my my biggest piece of advice is you know make sure that it’s something that you want to do first and foremost because you need to be very unselfish to be a leader in an organization for sure. It’s not just about you anymore. You know your your bandwidth is going to be limited so you need to make sure that you are capable of that and you can be pulled in five different directions at once when needed. If you’ve kind of taken that mentally inventory and you’re ready to do that. As far as the question is concerned are you asking if the candidate wants to move up through the ranks through me. And they’re at ABC company and they’re looking to make a move outside of the organization. Is that more where the questions align? I guess that that makes a little bit more sense right. That’s a place where you could help because if they’re internal right they should be able to have those conversations and be able to figure out a path. It gets harder when you’re trying to make that leap across companies right. Sure. Yeah I mean most likely what’s going to happen there is you’re going to have to you’re going to have to join an organization. And I think we’ve talked about this before that promotes internal growth you’re probably going to have to take a lateral move and move your way through the ranks of a company because again you know at your current company you’re known and they may not have a path for you to grow into a manager. But if you’re looking outside your organizations to take that leap you’re an unproven commodity they don’t know who you are yet and you kind of need to prove who you are and work your way through the ranks and let the cream rise to the top so to speak.
Get uncomfortable and I don’t mean you know in our comfortable chair. I mean in your space that you’re in or your mindset. I’ll go back to my story. I was very very comfortable in the banking industry but you know it did not. I didn’t accomplish what I wanted to accomplish. I was too comfortable. Right. And the and getting into this role going from a banking to a pure sales role it was very uncomfortable for me at the beginning because I didn’t know what I was getting into I had to learn something new you know in my mid 30s right. I had two kids at home and I had to learn a whole new trade and learn a whole new skill set and it was very uncomfortable. But it’s the best decision that I’ve made. I would challenge anybody that’s listening to this to do the same in a way. I mean does that you don’t need to switch industries but get uncomfortable if you are middle of the pack and you want to be a top performer get uncomfortable change. Change that change your ways go outside your comfort zone. I mean that’s what I’ve been doing here for the last two years I would say. And I’m going to keep doing it. I’m going to keep doing what. What’s what’s brought me to the table here and what’s made me a top producer.
Now if I put my mind to it I can do it. I have the discipline and the lessons that I’ve learned. Like I said before in the gym I applied it here. I was a sponge for the first six months. I mean I’m usually and if you ask my wife this I’m a pretty outspoken outside of here I’ve always got an opinion. She would probably say that I always think I’m right and I always think I know the right answer but here I two ears and one mouth. You know I shut my mouth a listen. I was a sponge and I took little bits and pieces from everyone and I really just looked and inventory around myself around the company here. And you know I watched as people went through good times, when they went through bad times and I kind of made the assessment on how did this person handle this when this happened or how did this how did this person handle that when that happened. What would I have done differently there. And I really just I really was a sponge at the very beginning. And that is that’s that’s how I made the transition. You know I won’t say that at the beginning I wasn’t I didn’t have a lot of disappointment. Right. When you’re right there with the deal so to speak and it goes sideways. Is that disappointing. Yes, right. But if I like I said it’s almost like baseball if I’m thinking about that strike out and I’ve always been into sports. So I’ve got that mindset then I’m not going to be successful.
Figure out who is the top rep. Sit down with them and figure out what they’re doing differently. Right. Because you can be inside your own bubble. And I think we’ve all been there from time to time you’ve got your own set ways. I think it’s great to have a fresh perspective hey what are you doing to be successful. Right. I’ve had people call me aside here and say hey you know what are you doing differently and I’ll show them. And I’ll show them what I believe in. And you know even for them I’ll ask them you know if somebody is if somebody is doing well I will ask them hey what are you doing differently. That’s number one find find the top person and figure out what they’re doing. And then the other thing is you know like I said I think I mentioned this before if you’re constantly doing the same thing and you’re getting the same result and you don’t like that result. Why would you keep doing it. You got it. You need to change it up. If you’ve been doing the same thing for 10 years and you know you’re in the middle of the pack and you want to be at the top of the pack you need to make some changes. Right. Again I go back to the gym with it. If you’re not seeing the results in the gym that you want you’re doing something wrong whether it’s your diet maybe you’re not in the gym enough, maybe you’re in the gym too much. Maybe you’re maybe you need to get out of there and you only go three or four days a week versus the seven and your muscles need to recuperate. That’s when you grow. Right. That’s when you start seeing your results when you’re resting. So that would be that’s what I would say to that.
I’m a huge proponent of working out and eating right and self-discipline. That all kind of rolls up into one and I apply that to life. I apply that to work. I apply that to my home life. I’m very disciplined and I’ve just carried that or there are lessons that I’ve learned in the gym. And I know it might sound silly to some but it’s just all and whatever. What’s more the whole lesson for me is what ever you believe in it doesn’t need to be the gym or whatever it is. But it’s always doing what needs to be done at the moment that it needs to be done. And sometimes you need to not worry about the short term so much. And the instant gratification because you just you just need to work hard. And the long term benefits will be there. That’s a huge lesson that I’ve learned I learned that very young age. Nice. I’m sure that comes back to it’s just sort of the consistency right. You just got to do the reps you’re not going to see a result five minutes from now it’s exactly where it’s because I’m doing these reps many times a week months from now. This is all going to add up and I’m going to see the results. Absolutely. And I apply that to every aspect of my life.