David Royce

Let's create training videos of like the top 5% of salespeople.

Let's create a program that they have to go out with the trainer and then they can follow the trainer and then the trainer can go out with them and watch their sales approach.

But we had a whole program.

It was like a three week program for them to really get dialed in and become the very best that they could be.

And my philosophy on this sort of marketing was if we are really the best over time, we can scale that more and more students will want to come work for us.

because there were a few other companies out there at the time that we're doing this.

But if we're selling more and the sales averages are better, then we can scale that.

And so to give you an idea of how much better we were than our competitors, if somebody came over from another company, they would sell 70% more with us that summer than they had the previous summer.

So we worked.

Now, part of it was we worked really hard.

We worked extra hours.

We trained really, really hard.

And it was a lot like a World Series team.

We may have worked harder and trained harder than everybody, and it's not for everybody, but we were the winning team.

That was the mentality.

And so the sales side was number one.

The second thing was service.

So I had knocked at least 60,000 doors myself as a college student over four summers.

And I'd heard a lot about what people liked, what they didn't like, what they missed and want or wanted in a service to improve it.

And so we started experimenting because we really were a for salespeople by salespeople company.