David Royce

You have to keep developing and learning along the way.

So then it becomes all about building systems and processes and training manuals and training videos and trying to get all of your secret sauce from your recipe into practice.

So initially, uh, when I first got in sales, I was horrible.

I sold zero for five days and everybody else around me selling one to four accounts per day.

And I'm going, all right, am I going to go home?

Like, this is like, am I not going to have to quit?

And I went to a Barnes and Noble, but you know, six sales books and just started reading.

Zig Ziglar, Tom Hopkins, all the legends, you know?

Yep.

And, yeah, by the end of the summer, I was number one sales rookie.

I have a couple hundred reps and, you know, I'd figured it out.

But that's kind of where my obsession started and, you know, getting excited about something.

I got passionate about it because it was such great money.

You know, with commission, you're incentivized to do better.

You know, I think one, if you can see the growth opportunity and you're excited about it, start reading about it.

Start reading about sales, start training.

And, you know, there's so many great systems out there to learn.

Like I think of like us, like we just put everything in a training manual over time so that we could replicate that with each sales rep.

And a lot of that was because of my horrible experience.

And so, yeah, if you want to get good at whatever it is, you got to put in the 10,000 hours, you got to practice or whatever, probably not 10,000 hours for sales.