how to jump from a door-to-door salesman to a fortune 1000 sales svp
TRANSCRIPT
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HOW TO FROM A DOOR-TO-DOOR SALESMAN
TO A FORTUNE 1000 SALES SVP
This used to be me.
This used to be me. Banging on doors, selling 60-second radio ads.
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This didn’t earn me barrels of money. This didn’t give me exposure to execs.
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This didn’t earn me barrels of money. This didn’t give me exposure to execs. This didn’t even look that impressive on a resume.
But, it gave me a rock-solid foundation of training and expertise – without which, the rest of my career wouldn’t be possible.
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This is me now. I work as SVP of Ad
Sales at AOL.
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LESSON 1
Learn as much as you can in your 20s, then earn as much as you can in your 30s & 40s.
I see countless young sales professionals eager to make
their name in the field.
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But they’re making the same BIG mistakes in their craving for the
fast track.
Point is – now isn’t the time to become a superstar. Now is the
time to build the strongest foundation possible.
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LESSON 2
Look for the job with the most training, not the most compensation.
Find a company that will invest in you. One that’ll
teach you fundamentals –
Find a company that will invest in you. One that’ll
teach you fundamentals –
ü How to sell
Find a company that will invest in you. One that’ll
teach you fundamentals –
ü How to sell ü How to prep for a call
Find a company that will invest in you. One that’ll
teach you fundamentals –
ü How to sell ü How to prep for a call ü How to present
Find a company that will invest in you. One that’ll
teach you fundamentals –
ü How to sell ü How to prep for a call ü How to present ü How to close
Now I have more than 500 direct reports & am
responsible for over $1 billion in annual
revenue.
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And it’s because the fundamentals I learned 23
years ago as an office equipment salesman have stuck with me to THIS day.
So sure, your friend may get a head start by taking a bigger paycheck from a company
that doesn’t train him.
So sure, your friend may get a head start by taking a bigger paycheck from a company
that doesn’t train him.
Just trust in time, your preparation will pay off.
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LESSON 3
Experience leads to selling, not constant job changes.
I see too many Millennials impatiently jumping from
company to company every 18 months in pursuit of
“experience.”
I have nothing against learning about different industries or exposing yourself to new
environments.
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But I get NERVOUS when I see people bouncing
around more than every 2-3 years, particularly if you
aren’t advancing.
My advice: Get hands-on experience selling. Take all
the lessons you learned from training, and use them.
My advice: Get hands-on experience selling. Take all
the lessons you learned from training, and use them.
And use them again.
My advice: Get hands-on experience selling. Take all
the lessons you learned from training, and use them.
And use them again.
And again.
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IN CONCLUSION
The only way to move up in sales is to get really good at selling by, well, selling.
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I started off selling office equipment. I moved to radio advertising.
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I started off selling office equipment. I moved to radio advertising. Then television.
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I started off selling office equipment. I moved to radio advertising. Then television. Then new media at
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I started off selling office equipment. I moved to radio advertising. Then television. Then new media at And now
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All wildly different careers.
But the sales fundamentals have been a constant.
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So, invest in yourself now to get the fuel you need – and stay on the REAL fast
track.
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