Pushing Your Sales Team Out of Their Comfort Zone and Into Success
Shortly after college Mark was working as a Tennis Teaching Pro, barely making any money, renting a room in a house and barely getting by. He took a part time telemarketing sales job hoping to earn a couple hundred extra dollars a month. Quickly finding that he was good at it, Mark found that he was making far more at his three-night-a-week telemarketing job than he was at his full time job.
A few years later Mark took a job with Sheason Lehman Brothers in Huntsville, Alabama. Being a Jewish boy from NY, several people advised him against trying to start his brokerage career in the heart of the Bible Belt. They said, “You seem like a nice guy, but you are a Yankee, you are from the wrong religion and this is a very cliquish area and you are not part of it.” In Mark’s first year, he opened over 240 new accounts and was runner up nationally for Rookie of the Year. His brokerage career took off.
After five years of successful personal production Mark moved into management where he was promoted three more times. Years later he moved to product distribution, where he took a territory from dead last to number one in a matter of three years, moving on to divisional sales management.
Mark attributes much of his success to being a student of the game of selling, not just sticking to what’s taught in standard sales training.
In this episode, Jon and Mark discuss:
- Things that Mark learned on the job
- The culture of Protective Insurance
- Getting into management
Key Takeaways and Actionable Success Principles:
- You’ve got to constantly evolve in your business and not become overly reliant on tools and technology
- The key to business success is hiring the right people and taking the time to train them well
- Your organization – big or small – can only go as far as the people who are running it so be a leader that gives truthful feedback and criticisms
- When you’re selling, you’re accomplishing results yourself, and when you’re managing you’re accomplishing results through your team
“If you’re gonna make it to the top, you’ve got to be a student of the game.” — Mark Delton
Connect with Jon Dwoskin:
Get Jon’s Book: The Think Big Movement: Grow your business big. Very Big!
Connect with Mark Delton:
Show notes by show producer: Anna Nygren
Audio production by Turnkey Podcast Productions. You’re the expert. Your podcast will prove it.
*E – explicit language may be used in this podcast.