408: Maximize Door-to-Door Sales with Gamification & Data-Driven Coaching: How SalesRabbit Amplify Boosts Rep Engagement & Performance | The D2D Podcast

In this episode of The D2D Podcast, Doug Bush, Director of Sales Development at SalesRabbit, shares how the Amplify Software is transforming door-to-door sales with gamification. Amplify drives rep engagement and performance by leveraging personalized competition setups, real-time data analytics, and behavioral insights. Doug provides actionable strategies, including customized coaching techniques and comprehensive performance tracking, to help sales teams thrive in competitive environments.

JP Arlie and Doug also dive deep into how SalesRabbit Amplify goes beyond tracking—it enhances performance by tailoring approaches to each rep’s unique motivators. With features like real-time dashboards, gamified leaderboards, and detailed metrics, Amplify empowers teams to increase efficiency, reduce turnover, and consistently close more deals.

Learn how this powerful tool integrates seamlessly with your existing processes, providing instant feedback and fostering a culture of continuous improvement that drives growth and builds a high-performance sales culture. Additionally, you’ll learn how, in a gamified environment, salespeople can be categorized into four different player types.

You’ll find answers to questions such as:

• How does SalesRabbit Amplify improve door-to-door sales?
• What is gamification in sales, and how does it work?
• How can real-time data boost D2D sales performance?
• What are the benefits of customized coaching in sales?
• How does SalesRabbit help teams close more deals?
• How to identify different personality types in individuals?
• How to manage different types of employees?
• What software assist managers in managing their sales teams?
• Tips and tricks for gamifying processes in the workplace.
• How can I gamify my business or team management?

Get in touch with Doug and get to know more about SalesRabbit’s Sales Gamification Software (Amplify):

https://www.linkedin.com/in/dsbush

https://salesrabbit.com/amplify-gamification/

Free test to know your player type: https://salesrabbit.com/player-type/ 

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Transcript

00:00
The funny thing is gamification is such a buzzword these days. I don't even think people realize that they're being gamified. About 29% of people in the workforce are engaged. 45% are not engaged and 26% are actively disengaged. What manager, unfortunately, hasn't run into a situation where maybe their rep is, they catch them and they're just sitting on the curb between houses or what manager is frustrated when...

00:25
they realize that maybe one of their reps isn't where they said they were. That's actually the big problem that we're trying to solve. Why aren't these reps engaged? A lot of managers find that out the hard way. In a gamified environment, salespeople will fall into four different player types. Managers don't have a say in how reps are motivated. This is driven by the people themselves. The whole culture of your organization could change. Amplify can pull that out of you. That alone is a huge motivator. ["I'm Not Your Man"]

00:54
Hey, what up D2D world here with Sales Rabbit. Today I got Doug Bush talking about Sales Rabbit. Doug, in case people were born on Mars and recently came to the United States and into door-to-door space, why don't you educate us what Sales Rabbit is? Just for the one person out of a million that doesn't know. But tell us what Sales Rabbit is. So Sales Rabbit is a software for door-to-door sales teams. And we really help a lot of different things, but for the managers, we help them manage the reps. And then for the reps, we help them close.

01:24
Okay, and now, a little history of SalesRabbit, how long has the actual software been implemented in the door-to-door space? We've been around for a while. I'd say about a decade, our 11th year anniversary just happened. Okay. Yeah. And then how many, you know, how many subscribe, how many people are using SalesRabbit to knock doors today? Ooh.

01:49
Now that's a question that I wish I had off the top of my head. Tens of thousands, I would imagine. Yeah. Oh yeah. I mean, we have users. We're global, so we're in over 100 different countries and then the users alone. We have people that go back and forth, but in total we've had, I think, over a million users. Yeah. Cool. Very cool. I always see technology in...

02:18
door-to-door space and I use this technology all the time people probably hate it but I think it's helpful for people who are learning or listening that technology in the door-to-door space is much like cell phones were back in the early 90s. Yeah I think I got my my kids blows my kids mind when I tell me got my first cell phone at 27 right? My 9 year old's rocking an iPhone. But you always you know you always the grass is always greener type person right? You have you had AT&T you hated AT&T and you wanted Verizon because of the dead spot.

02:46
And I know that when I'm driving here to the office, I get to the point of the mountain, I don't make a phone call, it's just a dead spot. In the old days, you used to blame, oh, my carrier is awful. I think tech in the door-to-door space is like that. So you have people that have you sales rabbit, left, came back, it happens all the time. People are always looking for something that they like. What do you think your best, and this probably leads us to what we're gonna talk about today, Amplify, but outside of Amplify, the features in Sales Rabbit that...

03:14
that industry best that you think makes you the leader in this space? Well, I think something that was good the way that worked out for us is we're the ones that created the whole field sales software space. It didn't even exist before we came along. So we did have a head start on that. But then one of the things that we've really set ourselves apart with is, one, because we've been around it so long, the infrastructure is just reliable.

03:44
you talk about dead spots. One of the big things that we pride ourselves in is that our downtime is less than 0.1% now. And obviously there's some growing pains to get there and maybe in the past that would have been something that we were trying to figure out when we were a newer company. But now that we're a little bit more established, we have the infrastructure, we're able to do things like offline modes so there are no dead spots like what you're talking about with carriers.

04:10
people can always be using Sales Rabbit and their sales won't be stopped by using us so that nothing gets in the way and they can do what they do best. Yeah, and that's a great point you just made is growing pains. Somebody asked me today, I was on a consulting call, they asked me about Repcard as a product. And I remember meeting Repcard, must've been five, six years ago in Arizona across the street from the office I was visiting.

04:39
and where Brad was at the time to where he is now, right? I was working at Vivint at the time, so Vivint wanted me to kind of sit and vet, rep card, and they just wasn't big enough, powerful enough to really, to see how they've evolved in five years. So anybody that experiences Sales Rabbit in year one through five, right, and maybe didn't have the best experience and went to somebody else and is maybe not having the best experience there, but has already crossed off Sales Rabbit as an option, they're actually mislooking at how you should be looking at tech in this industry, right?

05:08
TechnoCenter is evolving. And think about you as a sales manager, you as a leader, or you as a husband, you as a wife. Like who you were in year one is probably not the same version of you as in year two. So it's good to hear the story of Sales Rabbit, how have you evolved. Again, back to like your secret sauce. If you had to say, we do this better than anybody, what is that one thing? We give everybody the tools to close more deals. What we try to do is we help the reps.

05:37
do what they do best, which is sell and close. And there's a lot of things that go into that. But we try to attack it from every single angle. Everything from them knocking on the right doors to knowing who's behind the door, the things that are just so crucial to a sale, making sure that it gets off on the right foot, the manager tracking, making sure that the reps are even where they say they are when they're dropping their pins or closing deals. That can all be summed up in just, we help you be as efficient as possible. I mean, we're nine apps in one at this point.

06:06
So people know us as, when we first came out, we were the canvassing app. Who do you go for canvassing? Sales Rabbit. Well, that part's not that hard to do. Which is, and we'll see competitors pop up now. How many are there now? You have to know. There's a lot. The hard thing is there's always ones that are coming in and then you'll hear about something that kind of flares up and then they realize, yeah, like, the canvassing side is nice, but that's not actually what keeps people around.

06:36
It's can you help me be better at my job while not also getting in my way and by the way that I wanna manage my team. So in short, we just get out of your way but give you everything you need to to help you do what you do best. So I think now as a company's established a sales rabbit, in this industry it's a race for that reoccurring subscription model revenue for a client. So if you're paying.

07:04
somebody for a knocking app, somebody for proposal tools, somebody for texting and all these different things, it starts to add up. So smart for companies to say, okay, how can we add on ancillary products to our existing customer base so we can provide more value and it's gonna be cheaper if we provide them a secondary or a tertiary product at a lower cost than getting another one. And so we can maintain happy customers, we can bring in more revenue.

07:33
And it's a win-win-win for everybody. You, like many others, have now, you said nine apps in one, right? And I remember the first time I started learning about branding and I learned that Coca-Cola owned, whatever that water company is, I can't even think of, it starts with a D. Dasani. Dasani. I was like, oh, that's so smart. And then I remember going to Africa in like 2000, and I'm a Diet Coke guy, and I'm like, I can't get Diet Coke anywhere, right? But I can get Red Bull.

07:59
Kodak and Red Bull were every stop. They're like, how could I get a Red Bull here, but I can't get a Diet Coke? It's distribution, right? And so once you have these million touchpoints of clients, they're all looking for something. And so product I want to talk about today is Amplify. And the type of leader I've always been is very data-driven, very analytical, and use that information. And personality types has been a big thing in my leadership as well. And so Amplify, I was introduced to maybe

08:29
maybe eight months ago when I first started chatting with Sales Rabbit. I really hope you probably should maybe go back to step one if you haven't heard of Sales Rabbit in door to door. But Amplify is a product where even your users may not know because they don't open the emails that you're probably sending them. So what is Amplify and how is it going to transcend the space?

08:58
It's a great question. So Amplify is Sales Rabbit's gamification platform. And the funny thing is gamification is such a buzzword these days. I mean, everyone is trying and everyone is trying to get on the gamification train. And where we're setting ourselves apart is, we're not just taking little pieces just to say, oh yeah, us too. We're actually leading the door to our space in gamification. Would you say it's, cause when I hear, I've worked at different companies, I've had apps where if my,

09:26
iPhone actually had a button, I'd wear it out, right? Refresh, refresh, refresh. Anybody who's in, whether you're checking your GroupMe or your WhatsApp or you're checking, it's a engagement tool, right? You want people to be engaged with your product because when they're engaged with your product, revenue, they will sell more, right? Your product becomes more attached to their business. Would you say it's an engagement product? Is that a good way to describe it?

09:56
100%, 100%. So that's actually the big problem that we're trying to solve, is there is an engagement issue, not just with products, but in general in the workforce. So one of the big statistics right now is, I mean, you hear about things ever since COVID really happened, but you hear about terms like quiet quitting and things like that, which is pretty pervasive, not just in sales, but across all industries. Now, about 29% of people

10:24
in the workforce are engaged. That's great, but a little less than you would have imagined. 45% are not engaged and 26% are actively disengaged. We call it, you said quiet quitting? Yeah. I call it, there's a thing you can have with somebody quit and stay. Yes, yes. They have quit, right, but they're staying and doing as little as possible to, and sometimes the little as possible keeps their job. Yeah. Right. And I mean, what manager unfortunately hasn't run into a situation where maybe their rep

10:54
They catch them and they're just sitting on the curb between houses and sure, maybe a little break is fine, but how long, are you gonna watch an episode of The Office while you're sitting on your curb? And you have Netflix or Peacock up or something like that. Or what manager is frustrated when they realize that maybe one of their reps isn't where they said they were? Like, oh, are you in your area? Yeah, they're dropping pins, but they're dropping pins from a Starbucks or a McDonald's or something like that. That's frustrating.

11:22
But what it really comes down to is, why aren't these reps engaged? And what gamification does is it drives the behaviors so that people want to be engaged. There's a dozen statistics that I could pull up just what engagement does to the workforce, but you're talking from everything from people that you recruited not staying as long. You're talking about people not ramping as fast when they're selling. You're going over just sales in general. People don't sell as well when they're not engaged or when they're not as happy to be there.

11:52
In a nutshell, gamification, almost like with the flip of a switch, fixes all of the problems that arise through disengagement. Yeah. So you said a couple of key things, you know, reps sitting on a curb or at the gas station or whatnot. You know, and if you don't, I as a leader don't wanna know where my rep's are. If I have to go look, if I have to use find my phone to know where my kid is, well, it's not.

12:20
where my kid is, that's the issue. It's how my kid got there. Yeah. Right? And my wife, like I was driving home the other day and I rolled in the driveway and she was waiting on the driveway for me cause I needed to pick something. I was like, how'd you know where I was? It's like, I'm on my phone. I'm like, oh God, glad I'm a good dude, right? Like I didn't even think twice about that, right? But I don't want to track reps like that, but I want, but my wife.

12:42
doesn't need to track me like that, but she needed to know where I was to make my life easier at that moment. So as I'm rolling in, she handed me what I needed. I'm like, thanks babe, and I was gone. And tools like SalesRapper Amplify, any tool that can give you the power to micromanage, that's not what you wanna use it for. Having that power allows the reps and all the data to be there, because we've all got pinged, Billy just said another one, or Joey just sold something else, and...

13:12
you are actively trying to beat those people. And then you look at scoreboards and contests and competitions and having worked for very large players in this space and the random large teams myself, I know how valuable it is to have real time performance data, right? So walk us through maybe how, if I'm running a sales org, how big of a sales team do I need to have to take true advantage of the power of Amplify? And then let's just assume that I'm in a...

13:40
summer sales model or a year-round knocking model, how is this gonna help my salespeople get more engaged and sell more? Because yes, it gives us the power to know where people are, but we'd rather give them the power to know where they are performance-wise, so they wanna improve their performance, so they're less likely to go to the curb or less likely to go to the gas station. So how is a sales manager or company going to use Amplified to really drive performance? Okay, this is a big question.

14:09
We do so many things that help get the best out of people and that's really what you're trying to do, right? So it's all about the carrot or the stick and I think people would agree in general, you get the best results if there's a carrot. If people wanna do something, you're gonna get the best out of them. Well, how do we pull those different levers? How do we figure out what people want? And a lot of this comes down to what player are you? What kind of salesperson are you?

14:39
How do you want to work? Because you could have two people that are really good at sales, but they care about different things and they work very differently. But at the end of the day, what do you grade them on? You grade them on how many deals they sell. Style-wise, very different. And same with their motivations. And that's a big thing that we try to take advantage of is, you can't control what motivates people. And I made this mistake too as a manager is,

15:05
you go, okay, well when I was selling on the doors, this is what motivated me. So of course, when I'm managing my own team, my guys will be motivated in the same things that I was motivated in. Like of course, like, you know, if I was a top salesman and a heavy hitter, then my heavy hitters would also like this. Well, that's not the way it works. People aren't you. Yeah, people aren't you. And a lot of managers find that out the hard way. They'll do a few things and go, you know, they're kind of scratching their head and going, why didn't that work? That should have worked. Okay, well.

15:35
This is where Gamer Theory comes in. And for those that aren't familiar with what Gamer Theory is, there's somebody who, his name is Professor Bartle, but he came up with Gamer Theory, and all that is, is it dives into how- UCLA? He's actually over in the UK. Yeah, so that's, well, yeah. So that's where he, and he's actually written a book on it. I can't remember the name of it, but he dives into Gamer Theory.

16:05
and what differentiates how players interact with a game. So he goes into video games and things like this, but since everything is gamified, they've actually found that in a gamified environment, salespeople will fall into four different player types, just like they would in video games. So you have your achievers, you have your socializers, you have your explorers, and you have your killers. And those are the four main player types. Now, depending on your tenure as a salesman,

16:33
And just like depending on how good you are at video games or how often you play them, you might interact differently with games depending on where you are at in your personal progression. But, so just know it's fluid. But the important thing is, depending on what kind of player you are when you play the game, you will interact with that game completely differently and it'll almost feel like a whole different game entirely based on your personality, even though the game itself is the same, which is very interesting. So what we do,

17:01
at Amplify is we give options for reps to motivate themselves the way that they wanna be motivated. Managers don't have a say in how reps are motivated. They can provide things, but at the end of the day, the rep gets to choose. And one of the huge things that Amplify does is, sure, a lot of people that say they gamify things, you have competitions, you have achievements, you have a social feed, things like that. If you only have one or two of those components, that's great, but you're never gonna get the most out of your sales team.

17:31
as just providing options and knowing that each of those options can pull the best out of people. Right, and personality types, this is honoring people for the type of person they are, right? And I've trained in a couple different assessments and what I like to talk about is on my best day, like my best, most organized, everything else in my life on pause, I can never love my wife as much as she loves me.

18:00
It's just not like we've taken the same assessment and there's degrees of magnitude that you need to understand. And her degree of magnitude in this particular category is two degrees different than mine. Which the example I use, and I'm gonna take this back to Amplify and then how you manage people. Once I learned this, so I don't know, probably almost 20 years ago, we were given some money to go work on some personal development. I chose to take that money and go to a coaching school. And I...

18:29
put up my own money to go. And so I went to this two year, become a certified life performance coach. I didn't do it to go run a coaching business. I did it because I wanted to understand the science behind my 15 years of experience in managing people. It's like, you know, condition and unconditional responses. Pavlov and his dog, right? You feed the dog, ring the bell, feed the dog. Ring the bell, feed the dog. Ring the bell, dog salivates. That's a conditioned response. And so in this process, I was like, all right, I'm gonna, I'm gonna.

18:58
take care of my wife was doing something. So I cleaned the house, dishes, laundry, cleaned, made dinner, had it on the table, had the dishes from dinner already clean, food was warm, right? Table was set, right? House was clean. She came home, we had dinner, chatted. When it was done, I said, I got the dishes. She gave me a kiss on the cheek, she said, thanks, babe, and that was it. I wanted like fireworks, I wanted bells and whistles. I wanted like, that was the most amazing thing. And it wasn't until...

19:28
the personality assessments that we took that I realized that she does that every day, expecting nothing from me and my kids. And so I was like, I get it now. Like I get that. I just can't, I mean, of course I love my wife, but I don't see it the same way she sees it. And so how that helped me manage salespeople is honoring the killers, right? Honoring the people that, I mean, I would imagine those are the...

19:57
people that are sole contributors, heads down, win at all costs, highly competitive. Well, the last thing they're gonna wanna do is sit in an extra sales meeting or spend time outside the field. So you have to learn how to honor that and motivate those, right? And every one of those categories you described has a similar way to manage them. How does the software, and you said managers don't have a choice in how people are, they're not, right? Like I am not a killer, okay? Sam's a killer, right?

20:27
But, you know, and I've been in this industry long enough to know how to win. I win because I know how to recruit different types of people and how to honor those people, put them in the best place to go win. Or if I'm a killer and I treat everybody killers, they're all gonna quit. Yeah. Right? If, what was the other three? Achievers, explorers, and socializers. So if I'm an achiever and I treat everybody like achievers, I'm never gonna recruit the killers. I have to be able to identify them. So how does the software help people maybe identify

20:56
who people are, because then that will, because once you know who they are, I mean, the movie Jerry Maguire, have you ever seen this movie? Like, have you ever seen this old movie? I know, but I haven't seen it, admittedly. Okay, so Cuba Gubit, Gooding Jr., Tom Cruise, and Tom Cruise has got to hype up Cuba Gubit Jr. It's basically honoring his personality type. He's like, you go across the middle, you take the hit, right? And he's like, he's basically pumping it up, and Cuba Gubit, he's like, yeah, I give it. That is basically what the software does, is it finds out who they are,

21:25
and then hypes them up. So walk us through kind of, that's a long monologue for this question, but I'm gonna stay on this, is how does the software identify what type of individuals people are, and then how does the software help you manage them, and then how does the software help managers manage people? Because the software can manage people, so let's start with how does the software identify the type of personalities? So there's actually, there's two parts to this answer is,

21:52
There's actually a test you can take and you can figure out what your Bartle player type is. So we actually have that, even if you don't use Amplify, we actually have that on SalesRabbit's website. So if you guys... Bartle, Bartle player type. So you can find that. And if you go out to SalesRabbit's website, even if you don't have Amplify or SalesRabbit yet, you can still figure out what your player type is. So anybody can take that for free. I think it's a series of like this or that, like 30 questions, but you can do it in five minutes. Then it'll tell you what kind of person you are.

22:22
You can take this months apart. Like for example, when I first started knocking doors, it was my first time ever, I wasn't good at it. Like as many people that first start knocking doors are, or sales in general, it takes some time. So as I'm ramping, maybe at the beginning, I was probably more of a socializer. I cared more about if I got a little win, I just wanted that to show up on the feed just so people knew like, oh yeah, Doug's doing stuff. And then as I got a little bit more experience, maybe I started caring more about my achievements. I became more of an achiever. And then...

22:51
towards the end when I was one of the heavy hitters and I was going to be the best on the team. And I was more of a killer. And at that point I cared more about the leaderboards. I cared more about being on top, making sure that people knew that I was number one. But maybe not for the same reasons, meaning you became a killer, but the recognition is what drove you. And that's a great point too, yeah. And I think, and it's not like everyone's only this or only that, I mean, you could get.

23:19
Like if you're a 51% killer, it says you're a killer, but in the background it knows like, yeah, you are also like, you have a lot of achiever in you too and things like that. So I agree with you. I think there's a lot of core personality drivers that just stay there permanently, but it is interesting to see that if you, as you progress in your sales career, you can take the test again and be like, I actually care about this a little bit more now, you know? And it is interesting because Amplify can pull that out of you.

23:48
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24:14
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24:43
One of the things that we do is we do competitions and everyone does competitions. One of the things that we help with is we have a whole template library for fast and easy competitions. So you could choose from a standard competition or you can choose something that is more luck based to get your bottom performers involved like a lottery and then you just know, hey, how based on your activity you can get tickets and then you still have a chance of winning this competition even if you aren't the person that's closing all the deals. That's one of the options that we have.

25:14
You get your little wins and then you start going, oh, that tasted good, I want that again. And then you start caring more about the competitions. And then after you've won a couple, then that is the thing you care about. So we do help, and again, you can't control this. This is driven by the people themselves, but at least we can facilitate this. And on the manager side, we can tell managers, hey, that worked well, do that again. And I've actually changed my management style with competitions, because we use the same thing.

25:43
Yeah, sales rabbit, we use our own product. And we saw huge increases, tons of records being broken, but it's actually changed the way I manage. I used to do longer competitions, but what I learned is there are certain types of competitions that get the most out of my people, so it might even tell me, like, shorter competitions are better, Doug. But if those people turned over and they were different people, you would need different competitions to motivate them. Yeah, so you have a different team could be motivated differently.

26:12
One of the things that we do to help managers a lot, because this is such a hard thing to do without taking tons of time to do it, is figuring out what competitions actually work. What does it do? We actually had Sam in our office. I remember we talked to him months ago. I think you were there with us. He said, yeah, managing a team, one of the most frustrating things is when you do something like put a cruise on the line. Like a spiff is a cruise.

26:40
only to find that not only did it not really move the needle, and I have to pay for a cruise. Right. So how frustrating is that with our competitions, it will show you the breakdown of how it affected your middle, top and bottom performers, and then the overall impact that that competition had. And you can do that for any competition so that you know, Oh, this one's worth repeating or I'm heck no, I'm not going to do that one again. So you just, you just said something that's super important. Like,

27:09
If you put a contest up for me and it takes me away from my family, I am not gonna try to win. Now, the same contest 30 years ago, I'm going through a brick wall for it. And understanding back to honoring how people think and feel, my father used to ask me questions, like he'd be flying into LA with my mom, and he's like, hey, what car are you picking me up in? And I was busy, I was young, I'm like, why does that matter? Like, I don't know.

27:39
And I get annoyed by it. And so finally one day I said, dad, why do you always ask me what car I'm going to pick you up in? He's like, well, if you pick me up in the convertible, I'm going to pack different suitcases than if you're picking me up in your truck. I was like, oh my god, I don't even think about that, right? But that's how my dad is wired as a personality type. And so my oldest son right now, we have family calendar, so he has access to everything. But he'll ask me questions like, what's next today?

28:08
And I'm thinking, it's in the calendar. It's like, how long, he is so much like my dad that he needs to know for planning purposes or just to relieve anxiety so he knows how his day unfolds. And what you're talking about is, you know, I can go forever in a personality type, so I'm glad we're talking about Amplify. It's such a powerful tool to know, because if you're as a manager and you're blind, and let's say your lead salesperson is a certain type of individual, and so a lot of the contests are being led by that individual.

28:38
and other people change around it. And all of a sudden that person is not there and a different type of personality type is your new top salesperson. Because anybody can be a top salesperson. Doesn't matter what their personality type is. The whole culture of your organization could change because they tend to follow the leader. So you talked, when we were out at SalesRabbit, you talked about learning.

29:04
different contests for different people. And so you can have one contest for the whole group, but you can also then set up individual contests for the different types of personality types. Is that correct? There's a lot of ways you can skin the cat. I usually do team competitions. You can do different types of team competitions, but one of the things that is nice is we actually let reps choose if they wanna do throw downs or battles themselves. But then you can, if you want to, you can break up teams and...

29:32
choose who's on what team and do it that way as well. Yeah. So I'm gonna throw some controversy into podcasts for anybody who's listening here. Are you a basketball guy at all? I love basketball. Okay, all right. I'm a Lakers guy though. Okay, well that's fine. Yeah. So let's go, let's go goat conversation. Okay. And now if you want to, you can use Kobe or Jordan or LeBron, but like pick your goat and tell me why.

29:56
You, okay, this question of all questions. This is the hard thing for me. It depends on how you grade the Go conversation. Yeah, I'll, I won't, I'm not, I could give, I could care less, couldn't care less. But here's what I do know. Michael and LeBron are different personality types. Completely. So if you put Michael Jordan's personality type in LeBron James, that killer mentality.

30:26
There's no doubt. Like with his physical size, his length of his career, the way he took care of his body, right? It's just the skill set is there, but what is the personality type driving the machine? He just cares about different things. They all care about winning, but there's just a different personality type at the finish of the rim. And so once you get some education and personality types, you can look at Kobe and you can look at Michael Jordan and go, they're killers.

30:56
And you look at LeBron and he's probably an achiever. I don't know that you're yours as well, but in my mind, I'm like, he would be in this category here and you could be very, very successful, but you were a people leader first and you have the ability to perform where without a doubt, like if you give the machete or whatever tool to the killer and they're going to go through the jungle.

31:21
And so that to me is when people debate like the greatest ever, I'm like, it don't matter. What really matters is you understand why they're good at what they do. And if you could put a different personality type, that's what you'd be able to say, man, if I was six foot six, no, no, because you don't have the other stuff that it takes. How does, so you get that obviously from using personality types to manage your salespeople. How do you, with that knowledge then, how do you run maybe...

31:48
outside the digital world, how do you run your one-on-ones with your sales team, knowing their personality type, knowing how they're performing, knowing they fit into one category, them knowing that you know what category then also is important so you can honor them. So how do you run your one-on-ones differently as a leader, knowing those things? This is, I mean, this is a big question for managers is like, how come what I did for one person wasn't working for another guy? And then once you figure out what motivates them,

32:18
Yeah, it's almost like you have a different rep entirely. We actually help with this exact same problem at Sales Rabbit through Amplify. We actually have a whole module based on coaching. It does a few things. One of the things is it makes, so that there's just a check-in and you can fill out certain questions and things like that. So going into the coaching session.

32:45
you get a few things out of the way like, hey, how confident are you pacing towards your target? How are you feeling about everything? How are you doing? And you can configure it so the rep has to answer those before it even begins. One of the things that's really nice though about this is you can insert different parts of the gamification program into those one-on-ones so the data's all in front of you. So, hey, this is a one-on-one between you and me. Let's look at your scorecard here. Let's see how you're doing in these areas.

33:13
I'm gonna just pull another thing. This is all about you. Let's just dive down and look at this. One of the things that is hard as a manager, and especially for new managers, is trying to figure out what activities they can do that will lead to a change. It's easy to sit down with a guy and shoot the breeze and, hey, how's it going? Oh, yeah, well, you're tired? Yeah, door to door is kinda like that. That's pretty easy to do.

33:39
But how do you actually help them get back on their feet? How do you help them overcome problems? What we help on a coaching aspect is helping the manager and the rep pinpoint exactly where they can get the biggest lift the fastest. And that's something that we are able to facilitate. And outside of player types, you can manage, you can manage and have different scorecards for different player types. That's totally an option. But just the data alone and having a place where you guys can put your heads together and go.

34:08
This is what it looks like, let's talk about this. That's really helpful. So you think about like running a sales team, if you put a killer in charge of like the weekly team activity, and we're like, oh my God, right? And they're gonna sell less. But if you put the right personality type in front of that, in charge of that, they'd sell more, right, to do that. And so, you know, I was, I did.

34:35
consulting gig with a buddy, good friend of mine, he had me come out and assess his entire staff. And I usually give them the assessment. I don't meet them, so I don't know who their names are. So I walk in with the assessment results on the screen and I just cold read the room and I just, and I pick somebody up, they all know, I said, don't tell me who these people are. Let me tell you what I know about them from these assessments. And everybody always starts laughing, right? Because it's just so obvious. And this one particular.

35:04
What comes in mind is like, okay, this person here absolutely despises spreadsheets. Like if she had to look at data, blah, blah, blah, she'd quit her job. And I'm like, who's this person? She raises her hand. I said, what do you do here? She's like, I produce all the reports for the CEO. And I'm like, okay, so why haven't you quit? Right? And she's like, well, I love the people here. Right, I love the community. Well, clearly they repurposed her.

35:34
Got her out of it. She hated doing her job, but she stayed for other reasons. And then I'm like, okay, this person walks into the office every day on a Monday and sits down and asks about your weekend, but not just like, how was your weekend? Like 10, 15, 20 minutes, you're like, I'm still talking to the, like, they really truly care about your weekend. And this person walks in and comes in and goes, you know, what was the sales results over the weekend? Right. And, and, and I'm like, okay, who is this person? Right.

36:02
CEO raises their hand and sits and has a conversation and like, who's this person? They're like the co-founder. I'm like, oh, so you guys are exactly the opposite. And everybody starts laughing because, and so what it does is it makes people comfortable. Like, why doesn't my boss ask me about my weekend? Oh, personally he's not driven that way. He wants to just get to the point, right? Where this person spends time because that's how they honor themselves. And once you understand how people.

36:27
operate like I had a boss once that as soon as I soon as I pegged him what type of personality he is I knew the last thing I wanted to do is get in a 15 minute conversation or a 10 minute phone call So every one of my phone calls was like hey, man, I need 30 seconds. Can I get 30 seconds? Yes I'd ask I'd ask I didn't shoot around they didn't ask I didn't ask anything other than the one question I wanted and that conversation usually took longer, but if I called somebody else and I said hey, can I get 30 seconds? I'd almost dishonor him

36:55
because he'd want to be on the phone for 20 minutes. And so this is really truly an amazing tool. And then what of course Sales Rabbit has done is it has tied these personality types into performance data. So examples, if you have any of people who are using Sales Rabbit as a knocking tool to collect data and then putting that into Amplify to drive higher performance of knocks and sales, walk us through kind of what that looks like. How would somebody use

37:25
use the two tools together. Well, the good news is everything that you do in SalesRabbit just magically appears in Amplify. So from an analytics standpoint. Does everybody who has SalesRabbit get Amplify or you have to go in and kind of check a box? Yeah, so now we don't even delineate between the two. Now, if you were to buy SalesRabbit starting just today, it comes with Amplify. So you'd have it embedded into your programs. So if you use- And is there different versions of setting that up? Is it like-

37:54
out of the box version, is there a customized version and then is there like super version or? Yeah, there are levels of customizability. A lot of them just unlocks like different ways to use the tool, like certain features and things like that. But the good news is the dashboards, everybody gets that. So as far as the data, like if you put something in Sales Rabbit, the data is gonna automatically flow right into, into Amplify. And we have a pretty...

38:21
easy to use, but also very robust analytics tool in Amplify. So everything from dashboards to scorecards, and think of scorecards as like a report card, like you want a 4.0 at the end of your semester, but you have six different classes to get that, how am I doing in each of my classes? And that's what scorecards are, but for your sales statistics. So we help with that, we help with comparisons, we have rollups, we help managers figure out

38:51
How are each of my teams pacing into my departments, into my overall company? You have people that can compare how much activity they're doing, leaderboards, you name it. There's a really good chance that we are already doing it. And I actually lost track of your question, but all I will say is dashboards, just having the data in front of you and being able to visualize it, some player types latch onto that so quickly, and that alone is a huge motivator, just knowing, oh, I can do better.

39:20
Yesterday if I just knock this many more doors and just having that in front of you in real time is Is huge for sales teams. Yeah, every every sales leader is different on what you want to to run your team Right. Some people would rather, you know have a messaging tool. Some people would rather have the analytics on people And that's what the trade-off you have to make as a business owner or sales managers is your primary product What are you paying for?

39:47
is what you get. And then what are the other suite of services those products offer? And I think, you know, Sales Rabbit is obviously, you know, if you talk about actors, right, an A-list product in this space. How long have you had Amplify as part of the suite? We've had, well, we've had Amplify and have started integrating for almost a year now. Right. So we're still in the infant stages, right? Oh, 100%.

40:16
Yeah, and it's interesting you were asking about out of the box things. We're still working to try to just make it as easy as possible. So we're doing a lot of the legwork off the bat, but if you are a new manager that's using this, there's so much to it. I mean, even for example, like gamification is so ingrained in what we do every day now that I don't even think people realize that they're being gamified. Like when Facebook came out with the like, like you can like a comment. What social media doesn't have likes these days. And yet that was such a big thing.

40:46
or when Snapchat introduced the streak. Like how many days in a row are you Snapchatting this person? Now what doesn't have streaks? You have streaks in, you can find badges even, which we have, achievements, like this many hours total you've read. I am so glad I'm old. Because I mean, I get caught up in it, but when you find my badge, it's like I don't care about badge. I'm so glad that was my first thought. I did get, Delta got me.

41:12
Delta got me for a while. I did take a flight once just to make sure I had diamond status. I'm like, did I really just fly to Texas, had lunch with Dave Holker, I flew to Texas to have lunch with Dave Holker so I get that one extra flight so I could have diamond. Did they really get me? Yeah, they got me. But I don't know if it was for the badge as much as it was for the free upgrades, but I am so glad that I am not a badge person. But boy, my kids, like you're right, the world is gamified and you know.

41:41
I have to adjust to the world. The world's not gonna adjust to me. Yeah. All right, probably up on time here. So let's talk, obviously, if people, one of the benefits of being a preferred partner with door-to-door experts, which Sales Rabbit is, and Sales Rabbit, I believe, was the very, very first sponsor for Door-to-Door Con 1 and is the longest partner that Sam has had with the door-to-door experts. So everybody obviously knows who you are, but one of the benefits of being with us

42:10
is people in our network get faster, quicker, better access. And people text me all the time and say, hey, I'm having a little challenge and I'll just send a message over knowing that we're a really good source of future clients for anybody that we bring into our business. So I'm gonna leverage that, right? So how do people get ahold of you? I'm gonna put you, how do people get ahold of you directly if they wanna learn about Amplify? I don't want to go into your sales team.

42:37
Right, the first conversation, first message to you, and you can obviously pass them off, but I want you to know the reach this podcast has. So how do people get ahold of you and sales rep to learn more about Amplify? I would say I'm very involved with LinkedIn. So feel free to reach out to me on LinkedIn, request me. I'm pretty liberal when it comes to accepting people that wanna connect with me.

43:01
And then if we wanna talk shop. Especially when there's a message that says, can you tell me a little bit about Amplify? For sure they're gonna get the yes on the accept. Exactly, I mean, Amplify is something that I am so committed to, because I've seen the results of what it's done for my team personally. Like when we first started using this for my team, we saw three records, I mean, we're inside sales, so we don't do knocks, we do dials. But we saw that the all time record for...

43:30
dials in a day broken three times in the first two weeks of using this. I mean, crazy stuff like that. Like I've seen the results. We could have a whole nother conversation about limiting beliefs and what this does. Yeah. So what I will say, if you do want some tips or tricks or just general questions about, hey, how do I gamify this? We are doing a lot of things on our team right now. I'm very open. If you want to link to me, my name's Doug Bush. Send me a message. I'm happy to respond to those. And then...

43:57
If you wanna see how we can help facilitate that, then obviously Sales Rabbit and Amplify can help you get there. Now to save everybody some time here, if you really wanna learn about Amplify, probably just go to the website, Sales Rabbit and ask a demo, right? Probably is faster that way. If you do wanna talk to Doug about anything higher level, feel free to reach out to him on LinkedIn. Dude, I'm super glad you guys came in today. Normally when we meet.

44:20
It's whether I'm at sales rabbit is always like the day that we have food and we have food for you guys today. A shout out to my 11 year old Cooper who is in the last day of a weight cut for football. So I promised today I wouldn't eat so because he doesn't get to eat until seven. So he and I are having in and out tonight after weigh-ins. So I don't get to eat with you guys today, but I'm glad you came in. I'm glad this we got this podcast done and I really hope that you well last thing I'll say to the world out there door to door, right? There is no magic pill. There is no matrix pill that you take and you get all the answers.

44:49
You have to trust companies. Now, Sales Rabbit, in my opinion, is an industry leader in the knocking platform, and they're one of the first in the space to go to learn how to gamify. And I can flash back to like 10 years ago, sitting at Vivint, trying to figure out how to put a TV screen in every office with a live leaderboard, like basically how to gamify the experience of the summer sales model.

45:15
And obviously, Amplify is a product that if it was 10 years ago would be, you know, every summer sales team has a TV up on their wall when they're retraining. If that TV had a live reporting constantly of the current team, I mean, it would just drive the needle so much. So I'm a huge fan of Amplify. I can't wait to see what happens like five, seven, eight years from now when we go look back at this and we're like, we were at the infant stages, right? And so there's going to be growing pains in that process. And so don't expect something.

45:44
to revolutionize your business, because you're the one that has to revolutionize your business. So I think, Doug, coming in, thanks SalesRab and Amplify, and we'll see you guys on the streets.