Coaching Sales Reps Who Think They Know Everything

Welcome back to the Sales Gravy Podcast. I'm Jem Blunt Junior. Today, on this episode, we have one of our favorite guests at Sales Gravy, Harriet Mellor. She's from Perth, Australia and runs Your Sales Co. Also has a podcast, Sell Like You, which is really, really good, so you should go check that out. And I look forward to this conversation. Be sure to follow Harriet on LinkedIn and anywhere that you can find her business. This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting objections, sales EQ, and inked, and I'm here to help you open more doors, close bigger deals, and rock your commission check. So you mentioned before you've got a spreadsheet, you've got your fanatical prospecting book, and away you go. Do you feel pressure because of who wrote that book and what's then there for expected of you? Yeah. I think it's like a a unique situation in that, like, I am the son of somebody who has quite a lot of, I would say, impact on a particular industry. So he's not famous. I wouldn't say that most people 99% of the world and more than that, nine 99.99% of the world doesn't know who he is. But of the industry, like, in in sales, people do know him. And so, you know, going into, like, a Paycom, for example, they all have gotten fanatical prospecting as a book. And a lot of companies, when I go talk to them, like, they have fanatical prospecting sitting on their desks. And so, yes, when when it comes to the pressure, there there was a lot, I think, to perform, to be, as good as he was or good as he is, to be honest with you, and, you know, be the star in any situation. Like, I had to be the star. And that pressure is probably not real. I don't think that anybody actually thinks those things now that I'm older and have had space to kinda work through some of this stuff. But, yeah, I mean, when I went to these different companies to work, I had a chip on my shoulder, which was, I'm gonna prove to you whether and and now we were talking about, like, you know, sales and my journey and everything kinda off off the off the air for a minute. Did I like sales until recently? Not really. And the but the reason I think that was is because I took that chip with me, and I was just gonna push myself to the nth degree to prove to others that I was worthy of the name that I that I carry because I'm a junior. So, like, I have the same name as him even. That chip took me a really long way, but it doesn't serve me so much anymore. And I think long term, it doesn't serve me. So the pressure now versus the pressure then …