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netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com school i want to hear your six do you see those six steps yeah let's go let's see what are your six steps to greatness here in sales or just you know in custom was it a customer service thing or sales what is it let's hear it what's my six choices what was your formula you were doing i thought you said there's a number of steps you know i miss arguing yeah no not six people i think there's my six people oh
my god my six people were out performing them because they had skin in the game because they made it certain yes jesus my formula for that was be exception stand out in a sea of sameness i hired the best people they believed they brought value into the office and therefore they got back they weren't like you know sort of dropping off samples or doing any of the [ __ ] that is like the cheap sales and we had exceptional customer service we cared about the people that bought from us and look if i looked around
in pharma nobody was the hero in customer service so for example i took the whole company to zappos because they're the best in customer service why wouldn't we learn from the best one thing that sticks out to me yeah of everything you've said so far right that i have to know okay is that when you tell me that you have a sales force of six people that's destroying the sales force it's crushing the sales of 60. i want to know exactly what they're doing those particular things that you essentially instill in them with their competencies
and mindset let's hear that because everyone can value it okay so i'll tell you i i say there are six choices you have to make to come work for me so here's what they are you got to choose to be an owner and i found people who at their core like owned it all the way through the mistakes the pause the wins like they owned it we had a i [ __ ] up at one point right we had an out of stock in the company totally my poor planning and like you know classic sales
person go and goes into an office they're like hey the boobs back in hq didn't it like these people showed up and said hey we're small we're learning hang with us right they were owners they had we were bold like they stood out in a sea of sameness they didn't show up the same way as any other people they didn't show up the same way as this other sales force right like they knew they brought in value and they were bold in how they showed up stop yes let's now let's give subtitles to that okay
how do you how do you how do you do bold how do you stand you say show up how did how do you do that to stand out a sea of sameness i think like dress codes oh my god we did we showed up in scrubs right like we showed up that we were supposed to be in that office and we got you know signaled right back as opposed to the other rep all like fancy and you know madison avenue showing up with their fancy deal materials like they were human they had a real conversation
and they knew that what they were bringing in the office brought value to it and we like gave them that a permission to be bold we were we were quirky as hell like that's something it's a weird like choice that i say you make but everybody's got quirks and what we do is we sort of hide them away right all of our quirks as opposed to put them out there let me give you an example so the biggest writer or the most important person in the field of testosterone was a guy out of harvard he
had done all the scientific work and his early work was in lizards okay and testosterone he studied uh what happened what would happen if you replace testosterone and lizards okay and so we would put plastic lizards in every box we sent out to him ridiculous right we would like pop just nobody say anything about it we just put it in his shipments and i can remember going to his office and you can imagine it's harvard it's like ivory tower and the mahogany bookshelf and i'll be damned if on the second shelf there wasn't all of
those plastic lizards people care about being heard being seen for all of their quirks and i think our people showed theirs too full-on um choose to be learning and i think they understood they knew your products they understood it they they were learning and every day they were getting better right these were no these weren't sales people that showed up thinking like oh i'm just going to do the regular spiel like the every day in their car they can listen they can learn from podcasts they can do all those things and they were voracious sort
of learners that's one of the qualities i looked for how did they continue learning all the time um they were family at the core like i have this there's a quote it's not sexy but it says you know the group that is loyal to the rest of the group is more likely to accomplish its goals it's like how do you create we would disagree wildly behind the scenes you know we might have different tactics and everything else but once we walked out of the door it was locked arms against the world got it and that
familiar piece of it was so important um and i think the last piece is it was uh they were appreciative and that's life right you have a choice like every day you wake up are you gonna go through with an attitude of gratitude and i think they really were appreciative of those people who became customers of that time they were given and everything else and i it's so simple right but with six choice everything's a choice when you wake up every day like how are you gonna show up in the world and i was really
as i looked for people to join this culture was the most important thing to me i think their resumes when they came i did not care like i actually didn't care what they had done before i cared if they would fit and could learn how we got it done and those were the kind of choices they did it's so basic you
