Another Reason (cont. from LinkedIn)

True story: Started 4/24/2019. Hot shot, full of himself, awesome sales guy books a call with this agenda.

Hi Rick,

Sales training.

Apologies on the delay. Also, LI has been blocking me from sending messages to you. Please let me know if you are expecting a paid exploratory discussion, as that would prevent us from meeting. Happy to pay for the service if we decide to work together after initial disco, but just wanted to clarify bc of the link below.

Thanks :) !
PrePaid?: No, send link.

As it turns out, he's referred by a very good client of mine that hired me as a personal sales coach, then again, when he got promoted to help him grow as a sales manager.

Back to the hot shot, we talked and exchanged a few emails that ended with me telling him, "You'll push back every time I tell you to change something and I don't need it. I'm sure there's somebody out there for you."

On May 20, 2019, he replied, "because I push back. you assume

1. I think I am smarter than anyone else

2. I don't trust anyone else

3. I wont respect your advice

Coupled with the implication that:

1. You're more interested in having "fun" than anything we talked about / my process of exploring working with you

2. You're willing to put near zero effort in to get me as a client. So you assumed the above points, and weren't interested in scheduling a future call.

Clearly, he understood what I thought. He was spot on and we did not work together.

Fast forward to March 20, 2021 (Two years later). Long story short, He took our sales evaluation and we worked together for three months and did another evaluation when we were done. Three days ago I told him that I had been looking at his evaluations and was looking for a correlation between them and income. So would he mind sharing his income for 2019, 2020 and 2021.

2019 - $100K

2020 - $100K

2021 - $240K

but, 4Q21 commissions ($85K) don't get paid until January. So, in reality, he earned over $300K this year.

Wanna see his evaluations?

Here are his selling competencies. He improved in 9 out of 10 skills.

and this is his Sales DNA. This measures how strong he is. Nearly twice as strong overall, but notice the zero that became a 71 and notice the two 100s.

Screenshot 2021-12-02 5.56.15 PM

He went from being in the 47th percentile of over 2 million salespeople to the 92nd percentile. Only 8% of the salespeople that we've evaluated are better than him.

Here's the truth. I couldn't have found it if it wasn't there, but it took him almost two years to want it to be found.

Check out these two articles and ask yourself whether you want it to be found.

SELLING IN THE 21ST CENTURY

Science for Sales Rock Stars