Now that you understand competence and commitment as separate dimensions, let's explore the first sales development stage: the Enthusiastic Beginner.
This salesperson has high commitment but low competence. They're excited about selling and motivated to succeed but lack the sales skills and experience to close deals consistently.
Engagement Message
Can you think of a new sales rep who was really excited about hitting their targets but struggled with the fundamentals?
Enthusiastic Beginner salespeople are easy to spot. They volunteer for extra prospect calls, ask lots of questions about sales techniques, and show genuine excitement about hitting their numbers.
But they struggle with objection handling, need frequent coaching on discovery calls, and don't yet understand buyer psychology.
Engagement Message
What are some signs someone is eager to sell but still developing their sales skills?
Why does this stage exist? When salespeople start, they naturally feel optimistic about their earning potential. They haven't yet experienced the reality of how challenging consistent sales performance actually is.
Their enthusiasm is genuine - they just haven't faced enough rejection and complex sales situations yet.
Engagement Message
Think back to starting in sales—how did your optimism change from your first week to your first quarter?
Here's what Enthusiastic Beginner salespeople typically say: "I'm excited to start prospecting!" or "How do I handle this objection?" or "I want to learn every sales technique!"
They ask genuine questions about process and seem grateful for any sales coaching you provide.
Engagement Message
How does this sound different from a seasoned rep who's been selling for years?
The challenge with Enthusiastic Beginner salespeople is that their eagerness can mask their actual skill gaps. They might say "I can handle this prospect!" when they really need more support.
