Michael Kistner’s Post

What I learned during my years training #delltechnologies #sdrs (ISRs): ✅ The more we know about a thing, the less complicated we make that thing. This is the definition of *efficiency.* ✅The more efficient we are, the more cycles we free up to ensure quality. This is the definition of *thoroughness.* ✅You can be efficient and not thorough. This is the definition of *carelessness.* ✅You can be thorough and not efficient. This is the definition of *burnout.* 9 out of 10 brand new #dell sales reps live in that fourth quadrant their first year. This is the phase in which they gain knowledge. In this phase, long hours are okay. We would commonly tell them: “just make it through that first year, and things will “magically” make sense.” Many move out of this phase and gradually learn how to work efficiently. The reps who don’t learn how to be efficient risk burnout. They spend the working hours on quality, check, and get behind. I’ve seen it happen too often. ✅The “magic” I referred to above, has a name: *Knowledge.* The quick acquisition of knowledge. That was one of the top things I look for when I hired these folks. The ability to learn things, and learn things fast, is one of the most underrated considerations in corporate recruiting. #productivity #recruiting #techcareers #salescoaching