EP195: Humility’s on the Menu - Serving Sales Success Sashimi-style!

Corey Frank welcome Susan Finch to talk about humility, sales training, and sushi. If you've ever wondered how to turn water into wine without being at a wedding in Cana. Today's discussion is all about nurturing the greenhorns and newbies by diving into how to nurture the budding talent fresh from school or those having a "Is this my life?" moment. Corey expounds on why humility isn’t just for monks in monasteries but crucial in the sales world too. Drawing unexpected life lessons from the likes of the book 'The Alchemist' to 'Giro Dreams of Sushi' - yes, a sushi documentary, because why not? - this episode promises a roller coaster ride through the heart of sales strategies. Listen to the first half of this conversation, "Humility's on the Menu: Serving Sales Success Sashimi-style!"

 

Full episode transcript below:

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Susan Finch (00:21):

Hey, everyone, Susan Finch here, and today I have the pleasure of sitting with Corey Frank, and we have two parts of this visit. If [00:00:30] you've ever wondered how to turn water into wine without having to be at a wedding in Cana, well, you want to join us for this episode. Today's discussion or the first half of this two-part visit is all about nurturing the greenhorns and newbies by diving into how to nurture the budding talent, fresh from school, or those having a "is this my life" moment. Corey expounds on why humility isn't just for monks and monasteries, but crucial in the sales world too.

(00:58):

Drawing unexpected life lessons from [00:01:00] the likes of the book The Alchemist to Jiro Dreams of Sushi, yes, a sushi documentary. Because why not? You know these guys. This episode promises a ride through the heart of sales strategies. Listen to the first half of this discussion, humility is on the menu, serving sales success, sashimi style.

(01:30):

[00:01:30] Some of the things that I notice because you are in the trenches with newbies, new salespeople that are not cluttered with bad habits, and you are able to from the get-go show them based on your experience, of course, the best way to learn as a group, to mentor each other, to make use [00:02:00] of some of their talents. One of the things that you guys have talked about before is give me the dyslexic ADHD person and I will make a great salesperson because they are the good ones. That always cracks me up because there I am.

(02:15):

I love hearing because neurodiversity is such a big topic right now and what it means to people. It's the quiet stuff we don't see. It's that silent diversity, the quiet diversity, however you want to word it, but it's what we don't see in [00:02:30] personalities. Some people are highly functioning with all of those assets, those quirks, however you want to call it. And yet there are some qualities that actually are way better for sales than they are for many other professions.

(02:50):

I wanted to talk to you about that a little bit, and also to see two things, and you can go as far as you want with this because we can just record this and chop [00:03:00] it up too, how to build a sales team from scratch for small to mid-size businesses. Which comes first, the people are the tools? And if it's tools, I mean, we know ConnectAndSell, of course, but what are your must haves that there's no deal without it, you must be using something to the effect of these tools because otherwise this will happen?

(03:23):

And then finally, I wanted to talk about the importance of a mentor in sales, especially when people are only remote. [00:03:30] I have seen the difference when people are trained in person. There is no substitution for that. As much as I love working from home, I also had the benefit though of mentors early on. I would not be successful, I would not know what I know today without being in person working alongside people, bumping along, reacting, responding, and pivoting. Those are the topics I was thinking about.

Corey Frank (03:57):

I don't know how people do [00:04:00] that. It's got to be tough to start your sales career and work from home that way, right?

Susan Finch (04:06):

I would think so.

Corey Frank (04:08):

There's nobody to the left or the right and am I doing it? Yeah, it's got to be tough. Susan, what we do here at Branch 49 is we certainly with the help of folks like you and Chris and the Market Dominance Guys' philosophy is how do you turn water into wine? You and I have had a lot of conversations over the years. One of the things that we [00:04:30] like to call Branch 49, and I think this should be the aim of any organization that aims to hire folks right off the boat, right out of school, maybe career changers, is how do you arm them?

(04:43):

Chris calls it a finishing school for CEOs. When you look at maybe the traits of what we would all want to see as a nearly finished product or a p