Ryan Dohrn, a sales coach, explains what he admires about Tom Brady: creating repeatable processes that work. He draws a parallel to sales: identify what works, repeat it, stop what doesn't. He shares a practical tip about using voicemail to prompt email responses.
Hey friends, Ryan Dohrn here, your sales coach. Keep your questions coming in, ryan@ryandohrn.com. I'd love to get your questions and love to answer them. All right, so here's a pretty good one from Rachel, very pointed. Are you ready? Rachel from Boston asks, Ryan, why do you hate Tom Brady so much? After all, he is such a winner. All right, let me be vividly clear, Rachel. And all the Patriot fans that I'm sure at some point here are going to be missing Tom Brady. I do not hate Tom Brady. Tom Brady is a winner. As a matter of fact, even though I'm a big Chicago Bears fan— and comment, by the way, what fan you are down below here on LinkedIn— I don't hate Tom Brady at all. Tom Brady is a winner. What Tom has done and what I really love about him is he has created a repeatable process of success. So I think, what have you guys got, 6 Super Bowl wins or something like that, or maybe a little bit more than that? He's a winner for a reason. A, he's talented, and B, he's identified repeatable processes of success. So when he goes to the Bucs, he's going to be able to repeat that success because he's going to be able to bring the patterns and the systems and the processes that he knows works. And that's the thing about winners. Winners surround themselves with winners. Also, winners identify things that work and repeat them. But more importantly, and I've never talked to Tom about this— Tom, give me a call, man. I've never talked to Tom about this, but the other thing is Winners identify things that don't work and they don't repeat those things. Okay, so let's bring this over to your sales life, uh, Rachel, uh, from Boston. If you're doing proposals a certain way and it's working and it's closing business 40% of the time, you've got a winning process. If you're not and you're proposing business and maybe you're only closing 1 in 10, something's not working. Do something different. Identify a repeatable pattern. Let's say you're prospecting people. Every time you leave a message, nobody calls you back, probably because they're not going to call you back. Change the process. For example, I don't ask people to call me back because I know they're not going to call me back. Instead, I use voicemail to get them to answer emails. It's a repeatable pattern that I found. So like Tom Brady, who's a winner, I want to be a winner. I'm looking for things that work. I'm hiring the best talent. I'm looking to be the very best that I can be. Let's just call it the Tom Brady effect, identifying repeatable patterns of success. All right, Rachel from Boston, thanks so much for your question. I appreciate it. Tom Brady's a winner and you can be a winner too. Send your questions into ryan@ryandohrn.com. And for more about me and what I can do for you and your sales team, check out my website, ryandohrn.com, D-O-H-R-N. All right, friends, we will see you next time.
