This year was my company’s WORST recruiting year! But here comes the silver lining. By summer’s end, we will have our BEST sales per rep average in my company’s 16-year history! In fact, we will have 3 sales reps on our all-time serviced accounts record board, 1 of which will set a new company record for serviced accounts!
So, for all that went wrong with recruiting numbers, it seems everything went right with recruiting talent.
Don’t worry, this isn’t going to be another “quality versus quantity” post. On the contrary, the purpose of this article is to help recruiters ensure they are looking for the right fits for their company, and for sales reps to know if the company recruiting them is the right fit.
Having been in the door-to-door sales industry for over 20 years, I’ve seen both sides of this equation fail. Recruiters are anxious to get bodies on the doors and hire anybody willing, only to find out half of their recruits, just 2 days into the summer, can’t stand rejection and pack their bags for home.
And, sales reps enthusiastically show up day 1 to training meeting, seeing 30 other reps in the office with the manager promising, “I’ll definitely get on the doors to train with each of you at some point.” Two weeks later, with a few sales and hardly any attention from his manager, this sales rep heads back home vowing to never knock another door.
It’s too bad really, because some reps thrive in big offices, while others need an environment where they receive more attention. So if you’re recruiting a big team of reps, how do you know which reps would fit best in a big-office environment? Conversely, if you’re a sales rep wanting more personal attention, how do you know what company would provide you with the best experience?
The good news for sales reps is that there is an overabundance of companies employing door-to-door sales teams. There is a perfect fit out there for you, you just need to keep looking until you find it. And fortunately for companies that employ door-to-door sales reps, there are thousands looking to strike gold in the industry. By finding the right fits for your company, and by reps finding the right fit for them, the overall door-to-door experience is enhanced as attrition decreases and positive experiences increase.
I have no issues with sales reps choosing another company over my own. Although I am confident in the experience and opportunity my company provides, there are sales reps who will have a better experience elsewhere. The door-to-door sales industry is made up of a wide variety of fascinating people, this is not a “one size fits all” industry, and I’m glad it isn’t. It’s satisfying to witness good people find the right fit for them.
“Leadership is not being in charge, it is about taking care of people in your charge.” Simon Sinek
Since starting Rove Pest Control in 2003, I’ve had a goal to knock doors with every sales rep we hire. I’ll reach this goal again, this year, by the end of the month.
Granted, we’ve never been the pest control company to hire thousands of reps each summer, and this is partially because I want the ability to provide personalized and customized training to every rep we hire.
In my 20+ years of experience in door-to-door sales, I’ve found that being on the doors with my sales reps has resulted in the following:
Sales reps put a lot of trust in the company they choose to work for, and they make a lot of sacrifices to knock doors during the summer (or throughout the year). There’s no question they deserve personal attention and customized training from the top of the organization.
For more info, click here: D2D Millionaire
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If he stays healthy, Luka Dončić will be this year’s NBA Rookie of the Year, and possibly an NBA All-Star.
Not too bad for a 19-year old!
Watching him closely last week in Boston, when the Celtics played the Mavericks, something stood out to me about this teenage basketball phenom. He spent a lot of time during warm-ups interacting with 21-year NBA veteran Dirk Nowitzki.
Think about it, Luka wasn’t even born when Dirk started playing in the NBA! And keep in mind, Nowitzki isn’t just your average professional basketball player. He’s an NBA champion (2011), NBA Finals MVP (2011), NBA Most Valuable Player (2007), 13-time NBA All-Star (2002 – 2012, 2014 – 2015), and is considered one of the greatest power forwards of all time.
If you think their interactions on the court are coincidental, you probably also think it was a coincidence that the Dallas Mavericks traded up 2 spots in the 2018 NBA draft to select Dončić so he could be mentored by Nowitzki during what is his most likely his last season in the NBA.
The Mavericks knew all along that Nowitzki would be the perfect mentor for Dončić, and 40-plus games into this year’s season, the Mavericks organization is looking like geniuses.
Finding the right mentor is critical if you desire greatness in whatever business or industry you are pursuing. If an expert has spent 10,000-plus hours perfecting his or her craft, it would be foolish not to glean from their experiences in order to accelerate your success.
I regularly receive emails from ambitious entrepreneurs asking for various favors and tips in the door-to-door sales industry. In fact, last week I had received this email:
“I would like to thank you for sharing your knowledge and expertise. Your book exceeded my high expectations based on the reviews. Even before I finished listening to your book for the first time I had myself convinced I need to come out and work with you.
I have a window cleaning business in Arizona and would like to gain the unique selling skills your business has to offer. Making this happen would require me to take a plunge into the unknown and make some hard decisions, but I am convinced the experience will be worth it.
Over the years, I have gained a range of sales experience including: Retail, door to door sales (Newspapers at the age of 13, commercial window cleaning in my early 20’s to current), networking, telemarketing, etc. However, with complete honesty and humility… if I thought I was great at it, I probably would have never picked up your book in the first place.
I would love to hear your thoughts, and see what possibilities we can create for each other…I am just focused on making a better life for me and my Son is what this all boils down to.”
What I appreciate most about this email is the ‘honesty and humility’ expressed by this individual, knowing he needs an expert mentor to reach his potential.
I look forward to helping him achieve his goals of a better life for him and his son.
Willing and able mentors don’t grow on trees, and you might find the process of discovering a qualified mentor frustrating and challenging. Nevertheless, the dividends of selecting the right person can pay off in a big way!
The Dirk Nowitzki’s are out there, it’s your job to find them!
If you are considering the why’s and how’s of finding an expert mentor, consider the following articles:
3 Reasons All Great Leaders Have Mentors (And Mentees) by Brian Rashid
10 Reasons Why a Mentor Is a Must by John Rampton
Finding a mentor by Ryan Holiday
As a side note, kudos to the fans at the TD Garden in Boston for giving Dirk a standing ovation after the game.
If you’re interested in learning a proven formula for success in door-to-door sales, keep reading!
In my 20-plus years in the door-to-door sales industry, I’ve learned the 3 most important characteristics successful sales reps have developed. In my book, Door-to-Door Millionaire, I call these characteristics The Values of Victory: Hard Work, Mental Toughness and Commitment.
While interviewing hundreds of potential door-to-door sales reps, I’ve asked what characteristics they possess that would make them successful on the doors, and 99 times out of 100, the sales rep would say something like, “I’m a hard worker.”
Over the years, I’ve learned that the definition of a “hard worker” can mean different things to different people. For a farm kid from Idaho, hard work could mean waking up at 4:00am to get his farm chores done before school and then finishing his farm chores after school before dark. Conversely, taking the garbage out could constitute a hard day’s work for somebody else.
Regardless, there’s no substitute for hard work in door-to-door sales! The only way to make sales is to be on the doors, interacting with potential customers. To a certain extent, door-to-door sales is a numbers game. The more people you talk to, the more sales you make.
Last week I spent some time at Strait Blast Gym in Dublin, Ireland. John Kavanaugh, author of Win or Learn, and the first-ever Brazilian Jiu-Jitsu black belt in Ireland, trains top-level fighters in this gym, including former UFC champion, Conor McGregor.
One of the first things that caught my eye in the gym was a banner quoting Conor McGregor which reads:
“There’s no talent here, this is hard work. This is an obsession. Talent does not exist, we are all equals as human beings. You could be anyone if you put in the time. You will reach the top, and that’s that. I am not talented, I am obsessed.”
I can attest that this quote is just as true for door-to-door sales reps as it is for professional fighters. The most successful sales reps put in the work, day after day, door after door, and that’s how they become successful. If you want to be great at door-to-door sales, or anything else for that matter, there are no shortcuts.
You have to work!
For more, go to my website at lennygray.com and be sure to Register for the next D2D Millionaire Conference
If this blog helped you, I would greatly appreciate your comments below.
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