Why minding small details yields big success

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Guido Soracco was the first sales professional I really admired.

We met the first day of my first sales job.

Guido was the top-performing executive out of 600 nationwide, often closing three times more deals than the average each month.

Other managers and reps obsessed over deconstructing his secret sauce.

But Guido didn’t have some big secret. It was his attention to the small, seemingly boring details that made him successful.

He worked the same schedule every day, making calls and plans from his home then coming to the office after everyone left. He’d connect with the support team handling his accounts before heading out to visit customer offices.

He kept a tidy desk and clean deal paperwork (yes, real paper with staples and ink).

He showed prepared and on time for every meeting. He wore a pressed suit, packed his lunch, and drove a Ford Focus.

Guido embraced a blue-collar approach similar to other famous high achievers.

During his reign as best basketball player in the world, Kobe Bryant spent hours a day mastering the fundamentals. Alan Stein quotes him saying, “I’m the best because I never get bored with the basics.”

In Ego is the Enemy, Ryan Holiday quotes investor Paul Graham (Airbnb, reddit, Dropbox) saying, “The way to do really big things seems to be to start with deceptively small things.”

Coach John Wooden famously demonstrated how he expected players to put on their socks before practice.

“I believe in the basics: attention to, and perfection of, tiny details that might be commonly overlooked. They are the difference between champions and near champions.” He said.

If there is a secret, it’s to spend time searching for what these people found.

There are timeless, valuable answers hidden in mundane, boring, and tiny details.

So, will you find them?

300+ Thanks for reading. The Quotaless Podcast launched last week featuring a conversation with Brandon Fluharty on how to make 7-figures selling software. Let me know what you think if you feel called to give it a listen.

Remember,

When we embrace practice, develop awareness, and align our efforts, we can rise above the deal.

We can live #quotaless.