I put a lot of pride in the culture we’ve built at OneSource, especially around showing up, putting in the work, and committing to spiral reps instead of just going through the motions. Let me explain:
In four years at OneSource I’ve helped train 30+ people who were stepping into sales for the first time.
Thousands of calls were made between all of them. As I continued to listen, I started noticing something, the ones who were actually getting better weren’t just making more dials. They were approaching each call with a purpose. (In other words… the Parable of the Oranges!)
I noticed there was a difference between “just reps” and “spiral reps.”
Just reps is performance to check a box. You attempt something at a surface level and move on. With spiral reps you have focus and criteria to measure with, so each rep builds on the last.
Here’s what that looks like:
👎 Just Reps: “I need to get through my 50 dials today” 👍 Spiral Reps: “I want 10 of my 12 conversations today to make it through the intro”
👎 Just Reps: Hanging up and moving to the next dial 👍 Spiral Reps: “That’s the third time I’ve heard that objection, what’s one thing I’ll change next time?”
So what does it look like to go from spinning in circles to spiraling up?
The process is pretty simple:
- The What – What specifically needs to improve?
- The How – What’s one thing I can change to fix it?
- The Action – Do the rep, see what happens, track results
- The Feedback – Use what you learned to set the next focus
The magic is that you’re stacking small improvements instead of just logging more attempts. And this compounds over weeks, years, decades.
Check out the Spiral Reps framework here!
Brock Baker
