The Confidence Killer...
I was looking through some old presentation files the other day and came across a slide with the title, “The Confidence Killer” and an image of a vampire just about to bite a young man while he was in the middle of a sales presentation…
The notes on the slide reminded me that it was the story of Jake, a sales man I mentored during my corporate career. Everyone on the team had to make 100 appointment setting calls every second day, with the idea being that we’d get 10 appointments for the following day and Jake was constantly missing the target.
He’d start each day with his list of people to call and ease gently into the day, taking the time to get psyched up for each call. By early afternoon, he’d be burning through that list at speed hoping to get the appointments he needed for the following day. On average, he’d get about 5 appointments from his calls in the morning, and 0 in the afternoon.
On appointment day, he would make about 2 sales in the morning, 0 in the afternoon.
When you looked at his metrics, you’d see that his mornings delivered OK results, his afternoons delivered nothing.
Jake knew it. His manager knew it… And his job was on the line.
I’m not even sure why Jake wanted to stay in his role, but he did, and he came to me for help.