Dave Royce

And then some of those guys make up to a million.

It might be like if someone's just on their own and they're not managing a company, but they're going to sell like a thousand plus accounts, they might be at half a million or something.

But then what the guys will do is if they're a sales manager, they'll try to create other sales managers.

Yeah, to create like a region.

And then they'll try to create a division.

And then if they've got several hundred people underneath them, then ultimately they... So they're almost making their own company under your company.

Yeah, I mean, it's similar how most companies would operate with the sales force.

But yeah, it's just like they're able to make a little bit.

We really stick it to numbers.

It's just easier to calculate as opposed to just giving people some sort of a salary or whatever.

They're much more incentivized if they can really, it's almost like owning a piece of the company or owning a piece of the business.

Yeah, so our sales training program, by far, is the best.

To give you an idea of how good it was, when sales reps would come to work for us, if they'd work somewhere else, and then they came to work for us the next summer, they would sell 70% more than they did at the previous company.

And part of that is it's sales training.

Part of it is work ethic.

When you're surrounded by other people, like on the winning team.

Yeah, let's go, let's go.

Yeah, they're going to want to work more hours.

Whereas a lot of the other companies is kind of like, eh, you know, maybe we'll get out there and work.

Maybe we won't some days.