It happens almost in every industry and at every company. A new guy comes gets hired in with little previous experience. Everyone expects them to struggle for the first few months until they get the hang of it. However, many times, they exceed expectations for the first few weeks/months on the job. After that period is over, new hires will probably see a drop in performance. Many attribute this to “beginner’s luck.”
What exactly is beginner’s luck? Why do new employees/rookies see so much success early on? Furthermore, how can we replicate it to help us with sales numbers?
Rookies are often sneered at by their coworkers because they are so eager to start working and haven’t been “battle-hardened” yet. Interestingly enough, those rookies who do well often outperform the veterans. Why is this?
Rookies are excited to be working. They are excited about the possibilities of their new job/career. They sound more upbeat and excited, which translates to a more positive sales presentation. The positive energy could be a factor in swaying a prospect to purchase. If you want to start to increase your numbers, try to be excited for every single presentation, no matter what the factors may be.
Which brings us to our next point:
Don’t Judge the Prospects
Do you ever notice that the rookies somehow manage to sell a certain type of prospect that is usually extremely difficult for everyone else?
Imagine this scenario: During a meeting, you are talking to some coworkers. One of who is fairly new to the company. He tells your group that he would close at a 20% rate with this particular customer segment this month. You are all taken aback by that goal because that customer segment is the most difficult one to sell. A 20% rate would be incredible for even the most experienced rep.
Someone then tells him that a 20% is an amazing unrealistic number to shoot for, and asks him what his strategy is for overcoming the most difficult prospects. The new rep tells the group that he closed at a 20% last month and said that he simply didn’t know that the prospect type was supposed to be more difficult. He states that he could not have possibly judged them ahead of time because he didn’t know any better.
By the time you get a good number of sales under your belt, you’ll begin to identify all the reasons why someone will not buy. This line of reasoning can be beneficial when anticipating objections, but can lead you down a dangerous road where you think yourself out of a sale before you even meet with them.
Have Something to Prove
Think back to when you were a rookie. You probably arrived at your company and were both intimidated but also eager to prove yourself. If you are even slightly competitive (which you probably are), you will want to prove to everyone that you are just as good, if not better, than they are. This is why the rookies are always working so hard and are trying to improve more than the veterans are.
You have to have something to prove as well. No matter how good you are, you need the internal drive to succeed and to win. If you have the willingness to work hard and commit yourself to self-improvement, you will definitely see your numbers rise.
Open Yourself to New Ideas and Advice
In the same vein as committing to self-improvement, rookies are often extremely receptive of constructive criticism. They are constantly looking to others for advice and actually do their best to change based off of what they see/hear. They do their best to get scripting advice from as many people as they can. This is why they are able to see sales angles that others might not have been able to identify.
Rookies might be using something that you could use in your presentation. Just because you have been there for 10 years doesn’t mean that you should stop tying to improve. Listen to the rookie’s presentation and see if you can learn something too. Put your pride away and commit to improving.
Focus on your Wins, not your Losses
When someone is new, they are not only eager to start working, but they are extremely excited to get sales. Once a rookie gets a sale, they are really happy about it. They think about what they did to win and focus on the positives of the presentation. They are able to remain more resilient to the losses during this phase too.
As they start to gain more experience, they will begin to focus on losses. They start to criticize themselves and focus on all the wrong things about a sales call. This leads them to become jaded. It’s also a cause of burnout.
Rather than focusing on the times you hear “no”, try to focus on the closed sales and get excited about them again! Look for things you did right and try to amplify them.
Beginner’s Luck isn’t really luck at all…it’s a positive mental state and a willingness to learn, compete, and work as hard as they can. If you want to replicate “beginner’s luck”, try focusing on the above points. You might see a huge increase in your numbers!
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Author: Jason Karaman
Hello! I’m a marketing, sales, and customer service expert, trainer, author, and doer. I live in the South Carolina Lowcountry with my wife, Ashley. I enjoy reading (history, philosophy, and science are my favorite topics), writing, hiking, kayaking, and all things beach. For media inquiries, send an email to JasonKaraman@ExpertCaller.com