Interview: Secrets to Starting A Career In Sales

On this episode of the Salesman Podcast, Gorick Ng helps new salespeople start a career in sales the right way by breaking down his book The Unspoken Rules: Secrets to Starting Your Career Off Right. Resources: * Gorick.com * BOOK: The Unspoken Rules: Secrets to Starting Your Career Off Right Transcript Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot studio. Coming up on today’s episode of the Salesman podcast.   Gorick: Sink or swim, that it’s trial by fire, that, if you’re going to be a top performer, the mindsets, strategies, talking points, all of those intangibles, are things you’re born with rather than things that you learn over time.   Gorick: What I realised really quickly in my interviews is, yes, there is such thing as a stupid question. It’s the question you could have answered on your own. And so, the idea behind asking questions in the workplace is to prove to the other person, convince the other person, that, “Hey, I’ve exhausted all of my options for helping myself before involving you.”   Will Barron: Hello Sales nation. My name is Will Barron. I’m the host of the Salesman podcast, the world’s most downloaded B2B sales show. On today’s episode, we have Gorick. And he is the author of the book, Unspoken Rules: Secrets to Starting Your Career Off Right. And that’s exactly what we’ll get into on today’s episode. Whether you are starting your brand new, your first ever, B2B sales role, or whether you’re moving off into leadership, consulting, something sales adjacent, sales opps, whatever it is, we’ve got you covered. Gorick shares what you need to do on the weeks, days, and hours, before you start in your role, and what you should be doing during that first 30 days to really get rocking and rolling fast.   Will Barron: Everything we talk about is available in the show notes [inaudible 00:01:26] over at Salesman.org. And with that said, let’s jump right into it. Gorick, welcome to the salesman podcast.   Gorick: Will, thanks so much for having me. I’m thrilled to be here.   Why Are There No Frameworks to Help Salespeople on the First Day of The Job?· [03:38]      Will Barron: I am thrilled to have you on, sir. Okay. So, on today’s episode, we’re going to take a look at the secret… I know I’m going to say that word mysteriously… the secret to starting your very first sales job the right way. But before we get into some of these secrets, I want to ask you this. I want to frame the conversation with this, Gorick. Why is there… Other than your book, the Unspoken Rules, which we’ll cover in a second, why is there simply no framework? Why is there no play book for starting your first sales job, other than: Get there, hope that someone tells you what to do, and then get on with it?   Will Barron: Because this is something that we’re going to do for our first sales job, our next job, and multiple times throughout our career. Why isn’t this really common that it’s taught to individuals?   “Companies have this mentality that it’s sink or swim, that it’s trial by fire, that, if you’re going to be a top performer, the mindsets, strategies, talking points, all of those intangibles, are things you’re born with rather than things that you learn over time.