In this short, comedic episode of the "On a Roll" series, host Mike Michalowicz opens with sponsor acknowledgments before launching into a sketch about two kinds of salespeople. He contrasts a salesperson who merely sells himself—charismatic but lacking measurable results—with a salesperson who actually sells the product and can back up performance with numbers and references. Through dialogue with other participants, the sketch emphasizes that hiring should focus on proven, results‑driven salespeople rather than those who rely solely on personal charm. The segment ends with a humorous exchange highlighting the tension between presence and performance metrics.
Chapters
Welcome to On a Roll, and now here's your host, Mike Michalowicz.
Welcome, welcome, welcome to On a Roll.
You can tell how much I love this little program we film here just by the way I knock stuff around and this other special effect I have when it comes to thanking my sponsors. We want to welcome our newest premier sponsor, Nextiva. Thank you for this little bag that I'll use at the beach or something. But cool, Nextiva, I want to thank you for being a sponsor.
American Express, I want to thank you for being a sponsor. DexDigital, I want to thank you for being a sponsor. Skype, love that you're a sponsor.
And Preventis Group, ah, thank you for being a sponsor.
Today we're going to talk about the two types of salespeople.
I don't know which camera to look at, so I'm going to look at you because I feel like I've got to tell you something.
One type of salesperson can only sell himself.
That's the salesperson you don't want to hire. The other salesperson is the person that can sell— who's very charming, comes walking in the office, how great he is, but he doesn't have the numbers to—
I'm violent today.
So, who's the salesperson you want to hire? Of course it's the person that can sell the stuff. Ask for references and get the numbers from them. The guy that can sell himself, he'll stick somewhere else for a year or two before he can't hold it out any longer because he's not selling and then he'll have to go elsewhere, but you don't want him. It's that simple. Nothing fell down that time.
Okay, Mike, Mitchell, as soon as you're ready, give me your best sales pitch.
Everything I do is superior.
Mike?
Yeah, but can this guy sell anything?
Alright, Mitchell?
Numbers are hogwash. It's all about your presence.
Mitchell?
The only thing that matters to me, numbers. When it comes to acquiring, it's about your attiring. I could bang out 1, 2, 3 bells like this.
Hey!
It's not how much you sell, it's how good you smell.
