Drain or Gain: Hidden Opportunities-Stop Letting Them Slip Away
Ever wonder why some reps skyrocket while others just coast? It’s all in how you use the resources at your fingertips.
In this episode, Lisa and Cindy break down the difference between reps who drain resources and those who leverage them strategically for maximum ROI. From mentorship to customer dinners, internal tools to peer-to-peer programs, they share real-world tips that can accelerate your career.
Whether you’re brand new or a seasoned pro, learn how to turn hidden opportunities into a competitive edge, boost credibility, and grow your business without leaving anything on the table.
Episode Chapter Markers
00:00 Introduction
01:13 Welcome to Secrets and Medical Device Sales
01:50 The Tale of Two Reps: Maximizing Resources
03:23 Personal Experience: The Importance of Training
07:30 Leveraging Company Resources for Success
08:22 The Power of Mentorship
11:33 Utilizing Customer Engagements
15:00 The Secret to Success: Leverage
17:04 Strategic Use of Resources
Must-Hear Insights and Key Moments
Two Types of Reps: Comparing resource-draining vs. resource-gaining reps and their career outcomes.
Training Pays Off: Lisa shares her experience finishing #1 in company training and leveraging it for future success.
Mentorship Matters: How asking for help strategically elevates your career without overstepping boundaries.
Customer Engagement Wins: The power of dinners, lunches, and peer-to-peer programs for building relationships and credibility.
Strategic Planning: Aligning resources with quarterly goals to maximize ROI and business growth.
Avoid Resource Burnout: Tips to use mentors and company tools effectively without draining them.
Document and Reuse: Recording what works to streamline future success and maintain credibility.
Call to Action: Make a resource inventory this week and create a plan to execute strategically.
Words of Wisdom: Standout Quotes from This Episode
“I’m a resource hog, and I’m proud but it’s about using them strategically to grow your business.” - Anneliese Rhodes
“If you don’t leverage what’s in front of you, you’re leaving credibility and growth on the table.” - Anneliese Rhodes
“Customer dinners aren’t just meals, they're opportunities to gain insights that last years.” - Anneliese Rhodes
“Finish strong in training and use that momentum to prove your value everywhere.” - Anneliese Rhodes
“When you use resources wisely, your company will keep giving them to you and your business thrives.” - Anneliese Rhodes
“90% of people want to help you just need to ask and apply it effectively.” - Cynthia Ficara
“Strategic leverage is the difference between a rep who thrives and one who survives.” - Cynthia Ficara
“Document what works and reuse it. You'll save time and multiply your results.” - Cynthia Ficara
“If you drain a resource, you risk killing an opportunity you can’t get back.” - Cynthia Ficara
“Be a resource hub, not a drain your credibility, competence, and business will grow.” - Cynthia Ficara
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Welcome everyone to another episode of Secrets and Medical Device Sales, brought to you by the Girls of Grit. And we are here for another action packed episode. Woo. Bringing you guys woohoo. More good stuff that we are picking up from the field every single day today. Oh, and this is
Cynthia Ficara: good.
Anneliese Rhodes: This is such a good one.
I know. And this is like, this is like one of those where you're like, Ooh, this is great. And then you're like, oh yeah. And what about this? So I am so glad that we're talking about this today.
Resource Hog or Resource Drain
Cynthia Ficara: Actually, Lisa, I'm just gonna paint you a picture because I just wanna dive right into this episode. So maybe the best way to do is just.
Walk you through this. So let's picture. It's the first day of training. You've got two sales reps hired into the same company on the same day. So you've got your laptops, you've got all your information, and you're handed everything. You come outta training, it's a week later, and you're told of all these resources that are available to you.
Things like clinical trainings, you get signed a mentor, you get marketing decks. You have. You have speaker programs, like all of a sudden you're like, wow, look at all these things I have to do. Now here's what I want you to stop to think about. Are you a rep? Which, which rep? Okay, lemme put it this way.
Which type of rep are you? I just explain like, like quick example of what maybe said to you. Here's rep number. She's really hungry. She's gonna sign up for all these trainings. She's self-learning. She's calling her mentor. She wants to meet with a product specialist. She's diving into everything from Google.
She can't get fed enough. Then there's rep number two. Now, this is a different story. Rep number two thinks, okay, what is the minimum I need to do to get by? If I memorize this and I pass this test, can I do it right? And then also all those opportunities, they sound like a lot of work. I'm gonna push 'em back.
Same resources, different outcomes. So the million dollar question that I want all of you listeners to think about today is, are you the rep that drains resources your company gives you? Or are you the rep that gains from them and can turn them into huge success and ROI in your business?
Anneliese Rhodes: I love that story for so many reasons.
You know, I think so. It's bringing me back to one of my prior, uh, jobs where it was a lot, I had to learn a lot in a little bit of time. It was a brand new field for me, and I knew it was gonna be a challenge. I mean, I'm a pretty smart person, but I knew it was gonna be a challenge, and that training was hard.
It was long. It was like six weeks of. Uh, I mean, we had to learn everything. So this is like one of my very first medical device jobs, Cindy. Okay. And you know, I knew I was smart, but holy cannoli, like we had to learn like staple heights of the staplers that, or the staples that we were putting in patients.
I dreamt of numbers. Like it was so tough. It was six weeks and we only got to go home for one weekend outta the six weeks we were in Cincinnati, Ohio. Oh, one. Yeah. One and. We did this at the home office, it was at the Con Endo surgery back in the day. Um, and I will mention 'em 'cause I loved this company.
It's probably one of my favorite companies I ever worked for j and j. And we had a very intense training and we had people from all over the world. It was international training and you know, we were at the home office and I remember, um, one of the trainers said to us, you know. We're gonna be here on the weekends for you guys.
You can come in and we can work with you. It's kind of like, like when you're in high school and they're like, we'll stay after school and you can work with the, you know, the, the teacher or you can get a tutor, whatever. And it's like you are tired, right? You're tired, you're exhausted. You've got all these numbers going through your head.
Have people. And in your dreams. And in your dreams, exactly. Half the people are going out to get beers. Right? Or going out to get food from Kroger, wherever we were picking up groceries. 'cause we were living in the Residence Inn. So half of the people are doing all that. And then here I am, and I'm like, I don't know what I'm doing.
I really need to learn this. So I'd stay late and I'd work with them until like seven or eight o'clock at night, and I'd get back and I was exhausted. And we were back up again at five in the morning to be there by six to like, and it was like this overly, you know, you're, you're putting in all this energy, but I knew Cindy, if I didn't do it, I wouldn't pass.
And then I was like, well, great, then I might not even have the job. I guess what I'm getting at is, I know not everybody is brand new right now, but the point I'm trying to make is sometimes it, it is a lot to take care of resource to take advantage of resources, and we're gonna get into like all the different kinds of resources that your company can offer you, but like take advantage of them because you know what?
I finished number one in the whole entire company for the training and the very next day after I got back, I got a email from the CEO of the company. Commending me on my fact that I beat like people from Turkey and people from India and people from Italy, and I was like. Oh my gosh, this is so crazy. And I kept that email for years and I actually used it back in the day in brag books.
Um, I used it to like show other companies, look, this is me. This is how hard I work. So I guess what I'm saying is, is I'm a resource hog.
Cynthia Ficara: I love it.
Anneliese Rhodes: I take advantage of every resource, maybe to the nth degree, but I take care, I take advantage of it in a good way.
Cynthia Ficara: But I mean, you, you recognize that you still didn't learn it.
And I think maybe that's something people need to ask. Like you are like, I don't know this, so you ask yourself a question, what do I do about it? Oh, that's right. They told me they have helped. So guess what? I am going to take advantage of that. I'm going to take them up on their offer. Some other people may think, I just don't know this, so I'm just, I just need to like put it down.
Mm-hmm. I'm not saying don't take a break, but just slide by. Yeah. Just be like, oh, it'll come later. Or, I'm not gonna worry too much about this. I'll memorize what I need to and get by. But you also said something huge, you just said, okay, if I don't do this, I don't pass the test. And then what if I don't have a job?
So you have to remember, you volunteered yourself to get in front of an interview, beat out other candidates, and sit in this medical device role. So why would you not jump in and be the best that you can be? And I, I just think some people are wired differently, but you gotta understand these are the moments, these are the moments you ask yourself the tough questions.
Do I really want to do this? Yeah, if it's gonna be, if you want the easy road. You can go find work in, work in Walmart, go work at Walmart, work in an assembly line, go in every day. We don't have to think. Just keep doing the same thing for eight hours over and over. Clock in and clock out and have your evenings.
If that's what you want, go for
Anneliese Rhodes: it. There's nothing wrong with that. It's just not medical devices or any, if not like really hard working industry that we live in these days. Yeah. Um, alright. So. I think we should talk a little bit more about this in terms of all these different resources. So it's not just about, you know, the, the tr like the initial training when you join a new company.
I mean, this is your entire sales career. There are multiple ways to use multiple different resources. Um, and someone used to like tell me that I was like the squeaky wheel that would always get the resources. And do you know that like it got to a point with this company that my manager was like, Hey, Lisa.
I actually need to stop giving you resources because everybody else is complaining that you always get like everything. And I'm like, but I ask and I use them and he is like, I know, but like I feel bad for the other people now. I'm like, well that's their fault. You know? Like I'm the one doing the work.
Cynthia Ficara: And you're the one getting the ROI. You do the work. Exactly. Resources. Amazing. And you're making President's Club. I mean, you used your resources and training and we're number one, right? I mean, there's something
Anneliese Rhodes: to be said. It pays off to use your resources and take advantage.
The Untapped Resources Inside Your Company
So, um, okay, so you mentioned like trainings in-house trainings.
You know, another big thing that I think we forget, I forget these are mentors within companies. That's like a big one. I think sometimes, and I know I can even get like this Cindy, where like, I'm like, I don't wanna let 'em know what I don't know. I don't wanna actually let people know that I. Need help on this.
But the truth is, is when you admit and you're a little vulnerable, oh, you said it. I can say it. That was good. Thank you. I've been practicing. She's working. See, I'm practicing. Um, you know, I think when you take advantage of when somebody offers to help you learn something new. You should take it. It may be a, a hard thing to do.
It may take some time. I mean, there's something new that I'm trying to learn now, and it's like, it's a lot of brain power, but it's important because it's what elevates you to that next level. You know, you're not getting left behind. You're not putting on somebody else. You are in control because this is your business.
So I think mentors are so key and those people come in all shapes and sizes. It doesn't have to be your manager or even a leader in the company. It could be a clinical specialist down the road that just knows how to, I don't know, organize their inbox better, right? Like it, it's all sorts of different resources.
Cynthia Ficara: And I think that that is, is really key is it's not defined in one certain way. It's not just like you're, you're a trainee and you just have a training mentor. So it's how you reach out to people. Now, I think in all fairness, when you reach out and ask somebody something, a lot of people, many people are more than willing to help.
I would say on average, 90% of anybody who's asked for something, they're gonna wanna help you. Yeah. I wanna say that at this point. Think about what you're asking. Is this something you could figure out yourself? Is this something that they may need to just tell you once? Um, but I think when you have a mentor that you take an opportunity to say, this is what I need your help doing, and then you show them, you took the information they gave you and applied it, guess what're gonna wanna help you again.
Mm-hmm. I think they're like, I wanna like. Just take a minute to really point out what a amazing internal resource within your company you can have, and when you treat 'em with respect in the right way. I think that, um, also another type of, like, when I use the word internal, just made me think of companies.
Okay? Mm-hmm. So, talked about training. Let's shift gears.Let's talk about the business itself. And what are some tools that you have? Well, every product costs money and sometimes it's not an issue. Maybe you're less than your competitors, but think about when maybe you're third to the market and maybe you're more expensive.
Well, maybe you're more expensive because you really combine the best all in one. Well, maybe some customers are. Are trying to understand how do they bring that to the table? Maybe reimbursements involved because a lot of medical device, you know, certain hospitals go through a whole reimbursement for their products and, and how it's all paid to them.
So many companies have like reimbursement specialists or support. So even though, you know, maybe it's not just training, you may be able to get help on. Um, just the, the whole process of selling your product
Anneliese Rhodes: Yeah. And learning more about it. I mean, let's be honest, you really should know every aspect of it, right?
Mm-hmm. From the, the time that it's made in manufacturing, uh, up until the point of sale and even after you sell it to the hospital, you need to know that kind of stuff.
Dinners Can Change the Game in Med Device Sales
I think one of the things that I really love to take advantage of, Cindy, are, um. Customer dinners, you know, or customer engagement.
That's a good one of any kind, right? Like lunches, dinners, coffee, I mean, okay. They take us away from our families. They take us away from time spent with significant others, kids, whatever it is. But they're so important. You know, if you are actually successful in getting a customer out to a dinner, whatever kind of dinner that looks like, and we can talk about this peer-to-peer stuff as well, but like, if you are successful enough to get a customer to accept a dinner, invitation out to talk about your product, take advantage of it.
Because like their time is as precious as yours is. So be, you know, be excited about that. Accept it. Don't be like, oh, well I probably should do this, or I need to do that. I mean, if you've committed to doing this with your customer, you need to do it. And those things like really pay off. I mean, maybe you're hitting them at a perfect time when your competitor screwed up in a case and you don't know about it.
Or maybe the competitor left and they went to a different company and again, you didn't know about it. But you took the doctor out to dinner and you learn all this new information and you're like, wow, perfect timing. Right? Sometimes it's all about timing and persistence and there's your opportunity, and so I love.
Dinners and lunches with my customers because I really get some good FaceTime and we're not talking a lot of like hours and hours of a dinner. It could be an hour, it could be two hours. But man, those things are so impactful. So I think if your companies allow you to do this and you're, you know, you're able to take your customers out, do it.
It is so important.
Cynthia Ficara: And you said it, some people just don't wanna do it and they're thinking, oh, I've gotta. Again, back to, should I take the time to do it? But I have a question for anybody listening. If you have taken a customer to dinner, think about that now. Tell me, did you learn more at that dinner or did you learn more when you walked into their office?
And think about the difference of the type of conversation. You know, what is so cool and, and this is truly specific to medical device, when I say this, that. Doctors are so busy, especially if they're operating or those in a clinic all day long. Maybe you're going to an OBL and they see patients, patients, they are pa you know, every 10 minutes they're seeing somebody different.
So if they get a chance to see you, it's a few minutes. And while you may have very, very productive conversations in a few seconds, think about when they get time. To have productive conversations and maybe tell you more. They're relaxed. They don't have to worry about somebody down the hallway hearing what they're saying or Ms.
So-and-so he has to call back or a, a surgery that had just happened that maybe was tough or one that he is about to go do that, you know? Understanding the time you get to spend is open doors to the relationship building that's so important to be partners with your customers and the time it allows them to have a deeper conversation, a more meaningful conversation.
I can tell you in my history of thinking back to meetings in the office versus meetings, whether they're at a dinner at a conference, coffee, breakfast downstairs. They're always better when you stepped away a little bit. Gosh. At least that's been my experience.
Anneliese Rhodes: Oh my gosh, absolutely. And in-person beats everything.
Leveraging Resources That Last
Cynthia Ficara: So I think before we talk on the flip side of things. Mm-hmm. I think this is a good time to talk a little bit about our secret. Ooh. Because bringing all these things and examples is just, I want to say what we're actually explaining. Okay, you say it. Okay. So our secret today when we're talking about draining versus gaining leverage with your customers and your resources is one word, and that is leverage.
That I think if you leverage resources within your company, within your industry, within your fingertips of wherever you can get a resource, the ROI back is tremendous That, so I love that The secret. Is leveraging resources to gain. To gain your business, I should say.
Anneliese Rhodes: I love that. So you wanna talk about how we do it?
I mean, what, what do you wanna, do you wanna talk about how we do it? Should we talk about maybe the good kind of resource hides? Yeah. Let's start with good, bad kind of resources. Let's talk
Cynthia Ficara: about good resources. We've already kind of done that, but yeah, let's wrap that up before we Yeah. Show our Jekyll
Anneliese Rhodes: and Hyde.
Yep, exactly. Um, I think, you know. I mean, I'll, like I said, I'll be honest, I'm a huge resource hog. I think, um, you know, I, I, so let's just say I get a list of resources, right? I've got, uh, a peer-to-peer dinner. I've got, um, a home office visit. We have industry meetings. These are all good resources, right? How do I apply each of those resources to specific customers?
Because sometimes a home office visit may not apply. To a certain customer, but it may apply to a different customer or just from the simple fact that maybe they already win, right? Or an industry meeting. If I know that a big industry meeting is coming up, I need to find out, first of all, who's going to the meeting, right?
Who are my docs that are going to the meeting, are my customers that are going to the meeting? And then from there. Then I plan the next resource, which is the dinners or the peer-to-peer meetings or whatever that is r and d. If I got a guy that's a really big, like, he's like a tinker and he's creating a lot of stuff all the time and he is like, Lisa, I got this great idea.
I got this great idea. Then my resource to him is gonna be setting up. A meeting with r and d and I've already called on the backhand a r and d guy or girl that I know, and I've, I've got that meeting kind of started in motion. That's a great way to take care, to take advantage of a resource that. By the way, it's free to you.
Like that's free, right? That's not gonna cost you any money. Maybe some time, good time, but like that's the way that you take advantage of resources smartly. And I think a
Cynthia Ficara: good time to think about this is all of us. Thinking quarters, right? Whether you, any type of sales that you're in. So you've got, you know, Q 1, 2, 3, and four.
Yeah. So what are you doing at the end of the quarter? So just because of where we are in our months, many of you are probably about to end a quarter. 'cause we ending about a three month block that you're thinking, okay, I'm about to end. How am I gonna finish? But also you start reflecting what's working, what's not.
But then what are you doing next quarter? Oh no, I gotta catch up here. I gotta catch up there. What better time to review what resources you have than when you're targeting and planning for your next quarter. It's such a great point. So this is a gift. That's a
Anneliese Rhodes: great point. Yep. You know, it's a gift. Such great point.
Such a great point, Cindy. It's amazing too, by the way, when you do take advantage of these resources, like how they carry you through that next quarter, through that next year, sometimes like way more than you expected that resource to perform for you, you're like. Dang it, man. This is still really like the doctor's still talking about the r and d meeting that you did with them six months ago.
Right? Every time you see them in a case they're like, or a dinner that they did, they bring up the data that was presented at the dinner and they're like, this is why I use your product. You know, that thing is just. Circulating and circulating over and over again, repeating itself in a good way of how great it was that you used that resource.
Cynthia Ficara: In fact, I did a program was a peer-to-peer, so we had a physician that had great results, was. Putting out clinical data for the product. And so came to the city in which I live, and we had like 18 doctors from all around coming to hear him speak because see, I leveraged his name, I leveraged his expertise, and it's like, look, I, I can walk into the office appointment.
I can say, oh, so-and-so's doing this and that. But you use the resource of peer to peer when they go tell your physicians, Hey, this is my experience, this is what I'm doing. And they get to ask questions. Well, three years later, I had one physician even come up and say, I really appreciated you had that. It was, it was a whole dinner program.
You brought this person in, and you know what? I remember something about that back to. Draining. Gaining. Do I? Do I Not the work. It was a before Christmas dinner. Now think about December. Wow. That's a how busy you Tough
Anneliese Rhodes: a Yeah,
Cynthia Ficara: but it's when it would work. And I remember thinking, oh my gosh, I've got this to do and I've got this dinner coming up.
Well, let me just tell you the fact that you put everything aside, put my head down and use that resource when I needed. I'm so glad I did because three years later, they're still commenting on things a physician heard from that doctor. So. If you really, really are questioning, I, I want you to take home this message of just do it.
Yeah. Just put together, put the effort in. Mm-hmm. Look into your next quarter even. It takes you six weeks plan ahead so you have enough time and do it. It's so
The Difference That Defines Your Success
Anneliese Rhodes: worth it. I so agree. All right. Real quickly, I think we just need to talk about how maybe misusing resources can actually hurt you and, you know, what do you, what do we mean by that, right.
Because it's like, I was like, oh, I'm a resource hog. I use them all, whatever. I think what we're talking about here is when you have somebody that let's just use the mentor or the teacher kind of example. Good. When you have somebody that's teaching you, you're, you know, you're going through the motions, you're doing the work with them.
But then you're not really applying it and you're not really learning it. You're just kind of leaning on them to do the work kind of for you. Mm-hmm. And then you continue to use them to your advantage. I'm sorry, but after a while, human nature is, I'm done. You know, I get burnt out from helping somebody over and over repeating the same things over and over.
After a while, these kinds of people get tired of that, right? Like your time is valuable, everybody's time is valuable. And so if you are using a resource, make sure you're putting in the effort. Make sure that you're learning what you're supposed to be learning, applying it, and moving forward with it. It isn't just something that you're doing to just get you by, right?
Mm-hmm. You really wanna make sure that you're. Strategically thinking and planning for the future, whatever that is that you're learning from this mentor, and then be appreciative. Tell them thank you and don't overly use them. Don't call them every day for hours on end because people don't have that kind of time.
So I do think that's kind of important. You know, the same thing with dinners, like don't invite your dinner, don't invite your docs to 10 dinners in 10 weeks. Like, first of all, they're gonna say no. Second of all, they're gonna be like. What's the point of me continuing to ever go to a dinner with you? If it's just the same thing over, make it special, right?
Like if you're gonna invite a physician to dinner, have all the resources you can there, the people that are gonna impact them the most, or the peer-to-peer dinner, or even just an impactful dinner. Learning what you can about them, walking it into your brain, and then using that for future, you know, resources and strengths and all that.
Don't continue to hit the same thing over and over and over again. 'cause. Anybody gets tired of that.
Cynthia Ficara: I think it did a good job of explaining like, how we use the word like draining. Like if you drain your resources, you know, like the very beginning, like I, like I said, if, if you reach out to somebody, human natures, they want to help you.
And then if you actually take it a step further, continue to work through it, problem solve and push it, then, then they're going to wanna help you again. Mm-hmm. But if you keep going back to be fed every bit of information. Lisa is exactly right. They're just gonna probably stop answering your phone calls because you've drained them.
So you gotta realize you've got a little, there's a sweet spot. You know, everybody is more than willing at first, and if you use it appropriately, it could be amazing if you inappropriately. Exhaust somebody, you will completely drain that resource. And if you drain a resource, that's one less way to feed your business.
And why would you want to do that?
Anneliese Rhodes: Oh yeah. Can you imagine if you killed off that part of your business, like you might not get it back, that would really suck. Uhuh. No. Um, so anyhow, I think this is, like, this has been a really good episode. I, I like this for so many different reasons. You know, maybe 'cause I'm a resource hog, but, um, I really think that taking advantage of what the company can offer.
What you can offer your customers is so important. And I think if you're struggling with this and you're like, am I a drainer? Am I a gainer? What am I, you know, really, really think about like, how are you using these resources? Are you using them to the best of your ability? Are you taking them? Are you taking advantage of them and using them positively, right?
And not taking advantage of the person or the thing that's like after a while gonna be like, nevermind, can't. Keep giving to you. You know, are you strategic in the way that you're using your resources? Are you being smart? Are you saying this resource applies to this customer and that resource applies to that customer?
I think those two things are really important. I'm sure there's others as well. She, you're, you're just nailing
Cynthia Ficara: it today, Lisa. Strategic leverage. That should have been our secret. You know, so I, I think like if you're sitting here saying, okay, how do I write this down? Number one, I want you to think first.
Plan. Plan first. Like I said, another quarter about to come up, know exactly what you need help with, like identify it and know how to ask specifically instead of saying, dumping a whole sentence of, well, this problem, like just, just pinpoint what you need, ask and go. So number one, plan, just like Lisa said, leverage your resources and don't waste time asking all this unnecessary info.
But I think we talk about this a lot. If you document what works. Think about that. Mm-hmm. Then you can reuse it when you know what's good, like put it down the line so you don't forget. So document and reuse. And when you turned a resource, I'll say, this is like the fourth big tip to being a resource hog is the more strategic you are.
The more people be willing to give you, okay, Lisa, clearly you were successful when you actually had to be shut down because you hogged all the resources, but it worked here. You were presidents winter year after year and you're still using resources, but now somebody else needs to squeeze in that time.
Yeah. So I think, um, a good way to kind of maybe do a, uh, mindset is to think that resources really aren't something you consume all the time. Think of them as ways to accelerate your success. Utilize, I like that. Resources don't just consume
Anneliese Rhodes: them. I love that. And I was just like, I, oh God, I just lost my train of thought.
I was just say something. I was, I was just, oh, I know what it was. All go. I, I will say one last thing. When you do use your resources wisely and strategically, and yes, you use a lot of resources. But then your company sees the payoff. You see the payoff, you have the sales numbers to prove it. They're not gonna stop giving you resources.
I mean, my manager may have said, Hey, I gotta kind of like calm down a little bit. But the truth is, is they're like, we put 'em out there. We put them out there for you to use them. Lisa's using them, we're gonna keep feeding her, right? So I think when you do it appropriately in the right fashion, companies will continue to give them to you.
Customers will continue to give them to you, like your story about your customer, remembering the dinner years later, like when you do it in the right way, with the right reasons and strategically think about it. Sky's the limit. I mean, they're gonna continue to pay themselves off and your sales are gonna continue to grow.
Cynthia Ficara: And at the very beginning I said, you know, let me just paint this picture of two different reps hired on the same day. So I'm gonna ask you, here's one of the reps. This person is unprepared. This person is becoming annoying to a lot of people in the company. Performance is not high at all. Which one is that?
One? That person, is that the resource drain or resource hub? You answer Next question. The other rep, strategic, confident, capable, somebody that brings a lot of value. They're successful, they're building momentum, they're well respected. They've got a high RORI. Which one do you think that one is? Clearly everybody gets a hundred.
That's a resource hug, and we want you all to be able to do this and really know that your credibility grows, your competence grows, and your business grows. So we want you all to be a resource hug because you're probably sitting here saying, do the right things, but maybe you forgot to tap into your resources.
So I'm gonna leave you with a call to action for today. Whether you're brand new and learning what resources you have, or you've been here 10 plus years and you forget what resources you have. Your job this week is to have a piece of paper and make a list and find out all the resources that are available to you within your company, mentoring, outside training, et cetera.
Make a plan and execute.
Anneliese Rhodes: Hey, declutter. This is our snippet for this episode. Have you ever thought of your business as having hidden opportunities? These are opportunities that go way beyond just selling. Think about it. Here's the question. Are you actually using them or are you losing them? For others to take advantage of
Cynthia Ficara: the reps who take advantage through their careers.
Literally explode. The ones who don't are leaving growth and credibility on the table. So today we are uncovering those hidden opportunities and how the best reps turn them into their competitive edge.
