KEY POINTS
- The People-First Approach: Jason’s journey from competitive soccer to building one of Canada’s top sales organizations proves that a focus on culture and leadership development is the key to scaling teams.
- Inputs Over Outcomes: Success isn't about magical numbers or quick wins; it’s about a relentless focus on the daily actions and habits that drive long-term performance.
- Leadership is a Skill: Learning to lead yourself is the first step to becoming a leader that people want to follow and, ultimately, building a legacy in the industry.
Building a sales team that doesn’t just hit targets but dominates the market is not just about finding the perfect script or the easiest territory.
The secret lies in a “people-first” philosophy and a commitment to a culture that turns reps into leaders and leaders into partners.
In this episode of The D2D Podcast, Hunter Lee sits down with Jason Staiger, Managing Partner of Legacy Marketing, to share his blueprint for building one of the strongest door-to-door organizations in Canada. Under Jason’s leadership, his company has produced five Golden Door Award winners in just five years, a feat that stays unmatched in Canadian D2D history. You can catch the full conversation on the D2D Experts YouTube channel or read on for a breakdown of his field-tested strategies.
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Guest: Jason Staiger, Managing Partner of Legacy Marketing and featured speaker at D2DCon Canada.
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The People-First Playbook for Leadership
Jason’s philosophy is simple: culture drives performance, and when you bet on people, everything else follows. This belief is at the heart of his leadership systems.
1. Know Your People Beyond the Sale
To motivate a salesperson, you have to know them as an individual. A good leader should know at least three things about a person that have nothing to do with their job. Understanding a rep’s “why” — their personal goals and motivations — is the only way to effectively coach them and hold them accountable when they’re in a slump.
2. Recruit for the Right Traits
Jason believes anyone can do this job, but not everyone will succeed. When recruiting, he looks for three non-negotiable traits that are the foundation of a top performer:
- Work Ethic: You have to ask good questions to gauge how hard a person is willing to work.
- Coachability: The ability to take constructive criticism without putting up a wall.
- Positive Mindset: A positive attitude is essential for navigating rejection and staying the course.
3. Focus on Inputs to Overcome Slumps
When a good rep is struggling, Jason doesn’t immediately jump to their pitch. He starts with a simple check of their inputs. In the alarm industry, reps need to talk to at least 30 people a day; in pest control, it’s 50. By tracking these daily actions, you can pinpoint the problem and get them back on track.
Another key coaching method is his “one-pitch fix” rule. Instead of overwhelming reps with a list of 20 things to improve, he focuses on one low-hanging fruit to fix at a time. This simple, consistent practice leads to significant improvement over time.
A Checklist for Leaders Who Want to Scale
- Measure inputs, not just outcomes: Track doors knocked and conversations started to ensure reps are putting in the work.
- Build loyalty through trust: Show your reps you care about their personal growth and are in the trenches with them. As Jason says, “People don’t leave companies, they leave leaders”.
- Embrace competition: Competition is a beautiful thing. It boosts both parties and drives everyone to be better.
- Lead yourself first: Before you can lead others, you must understand your own strengths and weaknesses.
- Keep learning: Leadership is a race. If you stop educating yourself and growing, your people will eventually surpass you.
Ready to Build Your Sales Empire?
Stop guessing and start building with the right systems and mindset. Jason’s insights are a powerful reminder that the best sales strategies are rooted in personal development and a people-first approach.
Hop into our free Disco community for templates, AI tools, and bite-size trainings built for reps and managers who want results now.
Albert Brand boasts over a decade of expertise in the telecommunications industry, with a particular emphasis on fiber optics sales. His rich career spans both corporate roles and entrepreneurial ventures in sales fulfillment. With a proven track record in door-to-door sales, especially in the fiber optics domain, Albert has seamlessly bridged the gap between corporate leadership and hands-on sales, showcasing his versatility and commitment to excellence in this specialized field.
