The document discusses what it takes to be successful in sales based on Jay Gorga's experience turning his sales career around. It identifies 3 key points: 1) developing a strong work ethic by putting in long hours and making many calls, 2) engaging in self-development through education, seminars, and learning from others, and 3) gaining self-confidence and being honest with customers. The document advises applying these lessons in one's first year in sales to improve results.

1. What Does It Take
To Be Successful In
A Sales Role?
And Using This Information To
Compliment My Development In
My First Year…

2. • Business
Development Exec
to EMEA Sales
Manager in 20
Months at IT
Media
• Rookie of the Year
2013
• Approx’ £70k in
commission in
first year
Jay Gorga

3. BUT First 3 Months…
• Poor sales, poor
results
•
• Lagged behind
other new
starters
• Tried to quit 2x
Jay Gorga

4. So…How Did He turn it
around?
3 Key Points:
1. Work Ethic
2.
3. Self-Development
4.
5. Self-Confidence [+ Honesty]
6.

5. “We are making use of only
a small part of our possible
mental resources…men the
world over possess amounts
of resource, which only
exceptional individuals push
to their extremes of use”
[William James, 1907]
> Grit - [grit]
noun
1. firmness of
character;
indomitable
spirit; pluck
Synonyms
2. resolution,
fortitude, courage.
1. Work Ethic
2 Key Points:

6. > Grit
Duckworth and Peterson Study [2007] –
Grit in Reaching Career/Life Goals
• Approached achievement
as Marathon
• Advantage is STAMINA
“whereas disappointment signals to others to change trajectory or
cut losses, the gritty individual stays the course” Duckworth & Peterson
[2007]

7. > Longer hours + more calls
= Results
• More Calls
• Put The Hours In
S.Anthony Iannardo: Sales Blogger and Speaker
“if you never make the number of calls you need to improve, it
will take forever to build any real competency”
1000 Level 1
Calls
1 Week
1 Month
1 Year

8. “Formal education makes
you a living, self-education
makes you a fortune”
[Jim Rohn]
> Books/Audiobooks
2. Self-Development
(or self-education)
> Seminars/Webinars
> Websites/Blogs
> Learned from Colleagues

9. > Habit
> ‘Golden Hours’
> News,TV,Twitter
“Be sure you create the
habit of thinking about
your goals”

10. …Dropping the “Phone voice”
3. Self-Confidence
(& Honesty)
7 PERSONALITY
TRAITS OF TOP
SALESPEOPLE
• Lack Of Self-consciousness - <5% high levels of
self-consciousness
• Modesty – 91% high levels of modesty
“Create immediate and lasting increases in your sales by selling
yourself and your products, openly and honestly”
[Steven Gaffney; Honesty Sells]

11. 3 Key Points To Apply To My First Year:
1. Work Ethic –workevenharder, put in the
hours/calls, show some grit
2.
3. Self-Development –self-educate,
listen/watch/read + think about
sales and success. Use time wisely
[golden hours]
4.
5. Self-Confidence –be confident, don’t be
self-conscious, be yourself, be
modest, drop the “phone voice”
6.
OVERVIEW…

12. Born: Liverpool
Age:47
Career: - 1999, Entry level
field sales role at Walt
Disney Company
- 2004, UK Director
of Sales & Marketing at
Disney
-Lead drastic upturn in
sales/profits for Seabrooks
Crisps Ltd as Managing
Director until 2011
-2012, Founded TAGS
snacks Ltd; aiming for 10%
of £250bn crisp market
John Tague
AND FINALLY…

13. WHAT DO YOU THINK IT TAKES TO BE
SUCCESSFUL IN A SALES ROLE?
John Tague