Stranger to Sales Rep in 14 Days

1. Memorize the script ~0:04–0:16

Start here. He calls this the most efficient process he’s found after building multiple $100 million-plus sales teams. The end goal: reps need to breathe the script.

On-screen memorize method:

1. Print 2 copies.
2. Read it out loud.
3. Black out one random word.
4. Read it again and let memory fill the gap.
5. Repeat until the whole script is blacked out.

2. Role-playing ~0:16–0:27

One person plays the prospect; the other practices selling. The rep’s job is to respond with the correct scripts and techniques.

On-screen “5 steps to roleplay”:

1. Frame it — the manager explains what to do, how, and why.
2. Model it — then the manager shows it.
3. Copy it — the rep copies the manager.
4. Practice it — one thing to improve; practice that one thing until it’s right.
5. Recap it — the manager recaps and moves on; the rep’s job is to memorize it eyes-shut.

On-screen rules: treat prospects like “NPCs”; scripted answers, no curveballs until the line is automatic. Speed rounds: the next person starts the second the last one stops; no feedback during speed rounds.

3. Two one-on-one meetings ~0:27–0:39

If you’re the manager, hold two 1:1s with the rep — to set expectations and give feedback. New reps will probably be rough at first; the job is to help them improve as fast as possible. He also shows a first-week “SDR bootcamp” schedule (onboarding, playbook, script rehearsal, shadowing, role-play tests, game tape, call testing, outbound, check-in).

4. Shadowing ~0:41–0:51

Reps observe the best salespeople: they learn how calls work, hear live customers, and get to know the team — three boxes in one action.

5. Game tape ~0:51–1:01

Reps study call recordings. Start with specific parts, then expand as they master the script. They should have the script with them and sell along with the salesperson on the recording.