David Royce

And it turns out when I got there, I was not very good.

In fact, I sucked.

It was horrible.

The other sales reps around me are selling maybe one to four a day.

I sold zero for five days straight and it was commissioned only.

So I made nothing and that weekend.

sales books from a bookstore and I just committed I'm going to read 90 minutes every single day over the course of the summer to try to get good at this because I'd already got an apartment.

It was kind of do or die.

And by the end of that summer, I was the top sales rookie in the entire company out of about 200 guys.

So it was that experience.

And then the next year I came back and I went to actually do a different company.

I went to a startup.

And I became a sales manager, oversaw training and that sort of thing for other sales reps.

And there was no sales manual there because it was a branded company.

I go to the boss and I'm like, hey, can I write a training manual?

I'm really worried.

I brought friends out.

I want to make sure they do well.

And he was super impressed by it.

And by the end of that summer, we had the top sales team.