My first passion was sport but, unfortunately, a critical injury cut my professional career short. While I was recuperating I had time to reflect and consider what else I could be good at and, like a lot of people, I thought I might like to TRY
My problem then was probably the same as yours is right now, how do I get started... I couldn’t even get an interview.
All the good employers were using recruitment companies and they wouldn’t give me a second glance.
It was very frustrating, annoying and time consuming. Meanwhile I had no income.
About 4am one morning the message finally hit home, I got the wake-up call I needed.
I remembered the words of wisdom from my teenage years. I was no value to an employer. I had no selling skills, no experience and worst of all I had no real idea why I wanted to be in sales... I was just thinking of trying out for the team. This was not me!
Would you employ someone with an attitude like that? Of course not, and neither would any competent business person. I needed that “kick in the pants” and I set out to find a course on how to sell.
Many years ago, that was a lot more difficult than I thought, but I finally bought a correspondence course in How To Become a Salesperson.
There were 12 sections in the course and my job was to read the information, practice with exercises and reply in writing every week to the school. (If you are a millennial, yes there was a time in history without the internet, email or google)
This was an expensive course. In today’s currency it would be approximately two months average salary, so I was determined to make it work for me.
After 4 weeks they asked me if I was ready for an interview with prospective employers. I couldn’t believe it. I had tried and tried to get an interview by myself and now someone I didn’t even know was arranging interviews for me. My reply was very enthusiastic and very positive. The following Tuesday I had two interviews and a week later I was offered a position with the second company. I was on my way.
I promised myself that I would be as passionate about the job as I had been in sport. After a rocky start, I gradually learned my products and loved learning the selling skills. There were 120 people in the sales team scattered across the country. After18 months I was in the top 20. After two years I was in the top 5 and after 3 years I was No1 and my earnings were 5 x my Fathers. The rest is history. I stepped into a sales manager’s role and eventually into a very senior management position with a much larger corporation.
As my journey continued I discovered a new passion; coaching, training and mentoring salespeople.
At first it was just the new hires and then the experienced people started to take notice. I was like a golf pro whose job is to polish skills and technique to reduce handicaps.
It was at this time that I once again recalled the words of wisdom from my teenage years. I got so good at it that over 30 years ago I left the comfort zone of the corporate world and the genesis of my new business was born.
I wanted to share my vision of how to develop the Xtra Factor with salespeople and managers. The Xtra Factor is that special capability that allows ordinary salespeople to perform at Xtra-ordinary levels and boost their personal value.
Soon, I had a solid customer base and built powerful business partnerships with many corporates and quality sales organisations. I became passionate about self-paced interactive learning and my team developed the very first interactive programs in Australia.
We enjoyed the success of our students as much as we enjoyed our own wins. The quality of our courses allowed us to grow SalesXtra to be one of the world’s largest online sales development web site.
Each year we help hundreds of salespeople to “Fast Track” their sales career into their dream job.
NOW IT’S TIME TO HELP YOU.
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