Sales Culture Fit
After I entered my 3rd sales organization moving from selling knives to content management to advertising space, something was very different about this organization. Cubicles were arranged as guidelines hanging very low, not boundaries. People walked around talking on wireless headsets throwing rubber balls instead of sitting at their desk. People were really loud with some folks borderline shouting and there was electronic music for white noise in the background!?
My first two jobs were set up very differently. Selling knives was much more independent though even though we would gather at the office for calls at times. Selling content management was never this loud and never as team oriented in the same way. This sales floor that overlooks the water and Mt Rainier with loud music, large screens with good news and random $1000 contests 2–3 times a week just seemed cool.
My first couple weeks on the phone were a little rough. I was one of the last people in my training class to figure out how to do a good demo and get orders but as I continued to sharpen the axe for an hour or so each weekend I have gotten a lot better. I realized after hearing a prospect tell me they didnt think it would be worth it at $20 a month that I needed to learn to build better value behind what the product enables. After rehearsing lines top salespeople had used in their elevator pitches for an hour I doubled my monthly quota in the next WEEK.
I have heard that the no’s one gets on the phone are just as important as the yeses because getting an order without the challenges would not be as fun, but making money each time you pick up the phone being a bad thing? Come on, really?
I believe no’s are important where they come into play. Something you presented sucked and it is your job to find and fix it. I’m grateful for the lady from Bonny Doon, California that told me $20/mo for a spot wasn’t worth it. At the time I felt defeated after a 30 minute call to sign up nobody but that challenge led me to fix what needed to be fixed. It also helps to be surrounded by great salespeople who help with questions as they come up.
It’s like night and day having culture set up right. Set up the way that people can work through their challenges quickly and get back to what counts. It’s not set up like this everywhere so you appreciate it when you find it. I’m stoked to find a place that has been set up so well and has great energy. If I knew what a big difference culture makes I would have sought it out through my interviews, it’s a stark contrast like night and day.