I don’t know how long you have been in sales. And often those of us who have ‘been at it’ for a long time forget what it is like to get started.

So, today we’re going to look at the career of sales like a ‘rookie’.

Some background: shiny pennyI just completed an 8 week journey with a group of sellers. We all adopted the ‘rookie’ of the group, Nathan.  Nathan is in one of the toughest spots in sales…the BEGINNING.  Fresh out of school, in a job where he needs to cold call EVERY day on people twice his age with expertise in the printing industry, and trying to figure it all out.

Nathan is fortunate to have a manager/owner who believes in him. Bryan Sachs of Precision Graphics  hired Nathan.  Brian wrote Nathan a very encouraging note to be read at his graduation from sales training.

One of the resaons why I decided to hire you was because you reminded me a bit of myself when I first started in sales many years ago.  Like any beginning sales person, I had my share of struggles, frustrations and even times when I questioned the sanity of my decision to get into sales.  BUT…..I persevered and am glad that I did as it’s been a rewarding career for me.  One of the true turning points and keys to my success was the sales training I got in my very early years and my willingness and desire to apply what I learned.  Without the training I doubt I’d have enjoyed near the success that  I fortunately have.

So, now the ball is in your court.  Your in the same position I once was.  Take what you’ve learned, mix it with hard work, work smart and see where it goes.  There is a tremendous amount of support for you at Precision Graphics.  We’re always here to help and support but now it’s up to you.  If I didn’t think you could do it, I wouldn’t have hired you.

Congratulations on finishing the training.  Now let’s go to work on earning your first million!”

And Nathan’s reflections about sales and the owner’s note follows:

It is frustrating but I still enjoy it. Everyday I get excited but then discouraged within the same hour. The letter made me realize that I am not alone in frustration in the sales world. I didn’t think anyone would take a risk at such a young looking guy for a sales position but I was wrong. That is why I have been working so hard but it is a lot harder than I thought. I thought that if a person is interested in something that “BAM” they would buy it. Its a lot more work than that. I will Keep going and keep working with what you taught me. Hopefully my bosses see that I am working as hard as possible (sometimes 4:30 in the morning with 4 hours of driving to 5 in the p.m.) and will let me keep going because I know I will begin to sell more than I imagined.

Thanks for all your help! Hopefully will make a million soon like Bryan said!

Remember those days?  Remember feeling excited and discouraged in the same hour?  Do you still have days like that?  I sure do.  And one thing that can help is someone who believes in you.

So think back to the FIRST few months of your career and reflect on these questions:

  • How was your confidence level?
  • What were your favorite things to do?
  • What were your biggest frustrations?
  • Remember your first sale? How did hearing that ‘yes’ make you feel?
  • Remember the rejections as you worked to figure it all out?
  • Who was at your side or covering ‘your back’?

Often the last question is the one that is powerful.  Hopefully you had a  Bryan Sachs on your side – someone that gave you encouragement at just the right time that led you to stick with it.

Now it’s time to pay it forward. Who do you know that could use words of encouragement today. That could use a boost knowing that someone knows its tough and that they are thinking of them.

I believe YOU can do it – and will have a more productive, energetic day because of it.

p.s. I thought of calling this post “Hug a Rookie Today” but figured no one would get the topic 🙂