KEY POINTS
- The Sink-or-Swim Mentality: A tough start in sales isn't a sign of failure—it's the forge where resilience is built and a testament to the power of a "last door" effort.
- Leadership Through Systems: Building a lasting team isn't about managing people, but about creating systems for recruiting, training, and accountability that can be duplicated at scale.
- The Fulfilled Leader: The true reward of leadership isn't money or titles, but the deep satisfaction of playing a role in a rep's personal and professional development.
What does it take to survive those brutal first weeks of door-to-door sales, when you’re far from home and the rejections pile up? For most, it’s a breaking point. But for others, it’s a defining moment that sets the stage for a record-breaking career. This isn’t a fairy tale—it’s the story of Jordan Morales, who turned a freezing, two-week sales slump into a blueprint for success.
In this episode of The D2D Podcast, host Hunter Lee sits down with Jordan Morales, Vice President of Sales at KNOK, co-founder of JuSo Beverages, and a featured speaker at D2DCon Canada. With over 11 years in the industry, Jordan has experienced every stage of the D2D journey, from the streets to the corner office. You can watch 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: Jordan Morales, VP of Sales at KNOK, co-founder of JuSo Beverages, and D2DCon Canada Speaker.
The Rookie Grind: How to Push Through the First Two Weeks
Jordan’s first summer in 2015 began with a rude awakening. After a quick recruitment and a pinky promise with his friends, he was dropped off in a small Alberta town with no pitch and a “you’ll figure it out” send-off from his manager. He spent the next two weeks struggling, a period that culminated in him crying on a park bench and contemplating quitting.
His breakthrough came when he saw a light on in a nearby house. He knocked the door and discovered the homeowners had just experienced a break-in and were looking for an alarm system. That one sale not only got him on the board but became a turning point for him and his friends, proving that resilience and a “sink-or-swim” mentality are the keys to surviving the toughest parts of the season.
1. A System for Building a Team
Jordan’s rapid rise to leadership led him to develop a four-step recruiting process:
- Sell them on you: Start with storytelling to build trust and credibility.
- Sell them on the company: Explain the value and mission of the organization.
- Sell them on the product: Clearly define what they’ll be selling and why it’s a great fit for the market.
- Sell them on the opportunity: Present the financial and personal growth potential as the final, compelling piece.
2. The Power of Leadership and Fulfillment
As a VP of Sales, Jordan learned that managing managers is a different challenge than managing reps. He found the most fulfilling part of his career wasn’t a big commission check but seeing the personal development in the reps he brought into the industry. He believes a great leader is inspired by people before they can inspire people. His upcoming workshop at D2DCon Canada will focus on how leaders can build systems to genuinely get to know their reps, aligning personal goals with company goals to drive growth.
A Checklist for Resilient Reps
- Find a mentor early: Jordan credits his success to his mentors, who taught him everything from sales fundamentals to how to position his life for success.
- Bet on yourself: Don’t assume you’ll fail. As a rookie, Jordan was the “loser of the bunch,” but his one success inspired his friends and launched his career.
- Keep the main thing the main thing: While the job is tough, the fundamental is simple: keep knocking. Jordan’s success came after he committed to staying on the streets and putting in the hours.
Hire fewer trainers, ship more wins
Build a sales machine that runs without you hovering
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.
