New Jersey Full Day Sales WorkshopMay 23, 2019
I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line.
Use This eBook To Turn Productivity into Profit
The culture of your company is one of your greatest opportunities to gain revenue and increase profitability. The competition can copy your products, underbid your pricing, and imitate your marketing, but they will have a very hard time recreating your culture. Therefore, in order to help your company define and develop a winning culture, I have combined thorough research and years of business experience to produce this eBook full of solid tools and tips that you can use today.
In this free eBook, you will receive the best information for creating a strong, positive and engaging organizational culture, such as:
by Jessica Stillman
A veteran leader shares a simple but powerful trick for greater accountability and accessibility. When it comes to management successes Sam Schillace has a few under his belt. Often referred to as ‘the father Google Docs,’ Schillace led the team that created Writely, which would be acquired by Google and become Docs. At Google he continued to lead the team that developed the product. Now he’s an SVP at Box.
Assumedly he’s learned a couple of things from his years as a leader at these tremendously successful startups. In a recent interview with VC Hunter Walk he shared a few. In between talking about his past experiences, hiring philosophy, and advice for new managers, he shares a simple idea that other business leaders might want to try – Sunday letters.
What’s in a ‘Sunday letter’?
Just like the name suggests, at the end of every week, Schillace writes a letter to his team. “It actually started out as a personal accountability exercise–I think it’s very easy to fool yourself as a senior leader about your effectiveness, so I was trying (in Google snippet style) to just document my goals and accomplishments each week,” he tells Walk. But because of confidentiality concerns around hiring, M&A, and new products, he found it impossible to get into the nitty gritty of what he worked on each week. So he changed gears.
“I shifted over into some more personal and cultural thoughts, and it just sort of took off from there. I’ve been doing it since the very first week I joined, and I’ve only missed a few–and even then I always have one of my folks write it instead,” he says.
What specifically do these letters contain? “I’ll typically talk about something I’ve noticed during the week that I can apply generally. Lots of them are about growth–I explained some things like Dunning-Kruger and how it relates to impostor syndrome, sometimes I’ll talk about design philosophy and how to think about what needs to be done first… I’ve written a lot about the value of humility in leadership and how that manifests, and sometimes I’ve used them to take ownership of mistakes I’ve made or challenges I see in the organization,” he explains.
by Mark Straz
Picture a new hire walking into an unfamiliar place full of people they don’t know with only an office map and a heavy handbook for guidance. They feel nervous, isolated and lost. They’re not sure how to act or who to turn to for help.
Onboarding can be a lonely but it doesn’t have to be a solo venture, and HR professionals aren’t the only ones with the power to make the new kid on the block feel comfortable. Existing employees can do their part to help new hires feel welcome in their new work environment.
Getting the team involved in the onboarding process is critical because it brings employees — new and old — closer together, and office friendships breed better work and happier employees. According to Globoforce’s Fall 2014 Mood Tracker Report, employees with friends at work are 47 percent more likely to love their companies.
Here are a few creative ways to get the team more involved in the onboarding process:
1. Introduce new hires to the company on a Friday.
The team is busy. Breaking up their day with new hire activities and events may seem like a welcome change of pace, but it could be viewed as an annoying interruption. A busy Monday morning is not be the best time to take current employees away from their desks to bond with a new hire. Instead, introduce new hires to the team on a Friday when everyone is more relaxed and may have some downtime.
Better yet, think of other opportunities for making great first impressions — an all-company meeting before the new hire starts, a company party or a departmental outings. See if there’s a fun alignment on office calendars before a new hire begins. When employees have greater freedom to talk and get to know their new co-worker without sacrificing their work, everyone can make a new employee’s first day a good start.
Have you attended one of Jack Daly’s sales workshops or seen one of Jack’s keynotes? We’d love to hear from you! Let us know!
Your time with our team has them really fired up (Jack’d up) and it is a really exciting thing to see. In my wrap up on Friday following your presentation, I asked everyone to identify a minimum of 3 things that they will be doing differently based upon your time with us, things that they will be using to grow exponentially this year, and that can be discussed openly on coaching calls that I have with them. I set a timeline of today to have them over to me, yet almost the entire team had them to me Saturday and Sunday. I even had one of our newest reps work backwards to his goal- he defined his success, and charted backwards to the present- and he did this while flying on his flight home early Saturday morning! I am really excited Jack.
Your time with us was all that we could hope for and more, which is the understatement of the year.
Our conversion rate went through the roof after seeing you. We went from around $900 million funds under management at the time to $3.2 billion today and that occurred in the aftermath of the great financial crisis when many of our competitors were struggling. I feel a sincere thank you is in order for all that you have done to help us
Before we began working with you we lacked a coherent sales and marketing system to capture leads and convert them to clients. Since that time we have implemented a new CRM system, completely overhauled our website, identified our core prospects, and successfully increased our sales by over 50%. Since we began working with you we have far surpassed the original goals that we set from day one as a direct result of the collaboration between your team and ours. You have helped us focus on the most important aspects of our business which has allowed us to thrive during a period of turmoil for many of our peers. Thank you again for the superior communication, service, and coaching that has moved Fabian Wealth Strategies to the next level.
Thank you Jack and thank you for a great job! Since 1998 we have run 27 conferences of this type. Ours is a tough crowd so your evaluation score is all that much more meaningful-a 4.96 out of 5! In fact only Jim Collins has scored over a 4.95 at one of our gigs.
Jack spoke at the Belfast Open Day yesterday to a capacity audience of 200. His passion, enthusiasm, relevant experiences and stories lit up the room and everyone went away feeling they had achieved excellent value and plenty of very valuable take away action points. Overall ratings by the members were 99% for value and presentation.
Jack has trained thousands of our nation’s heroes, military recruiters from all branches including the Canadian Armed Forces on multiple occasions. Jack always knocks it out of the park and leaves my clients begging for more. Jack is a win-win for my clients, as they gain so much insight on how to become a better recruiter and they also get to apply Jacks tips and techniques in their personal life.
We at Oakworth Capital have implement Jack’s techniques and methods over the course of our relationship with him, and it has made us a higher performing financial institution. Our annual client retention rate is 99.5%. Earnings increased over 32% last year. The average annual shareholder return for the past six years is 16.7%. Oakworth Capital Bank is performing at a higher level thanks to Jack Daly.
I had the opportunity to see Jack in action during his visit to an event put on by EO Calgary in January 2014. He is easily the best speaker that I’ve seen to date and he packs a ton of energy to the stage! We left the event feeling not only rejuvenated about connecting with our prospects, customers and clients but also full of new exciting ideas that I can’t wait to implement right away.
Jack greatly helped our organization gain clarity around our strategic vision and direction. His background from being an entrepreneur to running large organizations provides him with a unique perspective as CEO of Professional Sales Coach. Whether it is tackling the toughest sales problems or the toughest triathlon you can count on “IronMan” Jack to take you across the finish line.
Thanks again for the outstanding workshop. Of the many I’ve attended over 30 plus years, I walked away from yours with the most concrete ideas and value for money – by far. Please note that your workbook will not sit on our shelves. I don’t think you had even left when the room when our team had pulled together to go through it. We start implementing Monday morning.
Your session today was incredibly insightful and your fundamentals are great reminders to focus on what matters to build trust with clients and prospects. As a business owner, there were plenty of moments in which I took a hard look at how our companies operate, and I recognized the need for some real change. This evening, I have generated three goals for each of our companies, and I intend to personally track each one with metrics and honest feedback within our team.
When I first heard Jack Daly speak at the national conference earlier this year, I just knew we had to bring him to Milwaukee. He takes powerful material, adds his personal street smarts and actual experience, and delivers a wallop of words that every CEO needs to hear once in a while. And I want my top sales person to hear the same message with me.
On behalf of Inc. Magazine, I would like to thank you for your participation in our annual Growing the Company Conference. Your session was evaluated by attendees based on a scale of 4 (excellent) to 1 (poor). Your average score was 3.96…the highest scoring session!.
What rave reviews you received for your presentation at the RPMA conference. The comments I got were that everyone wanted more. This is the 12th year for the conference, and I think yours was the best review I’ve received in all 12 years.
I didn’t need to tell you what it takes to hold the attention of an “All-CEO” group such as mine, because you did it. All too often, speakers come from theory without practice. Your background indicated “you’ve been there” and your presentation showed it. The most frequent comment heard was the amount of immediately implementable action ideas delivered.
The “Best in his industry” Guaranteed.
I have had the pleasure of having Jack address groups of CEO’s and he always gets rave reviews for his delivery, content, and applicability of the information he dispenses.
I have known and worked with Jack in a variety of situations including as a speaker and a consultant. Jack’s openness, passion, energy, skills and expertise in unmatched. I consider Jack one of my “gurus” in life and in business.
Jack is an incredible and dynamic speaker on sales and corporate culture. His process is actionable and his energy is unparalleled. I’m pleased to know Jack and am comfortable recommending him to anyone.
Outstanding Sales Coach and Key Note Speaker!! Jack has been the most talked about speaker at our industry annual conference (NACCB) for the last few years. Very high energy and packs a ton of great ideas into his presentations regarding increasing sales, increasing organizational efficiencies, and improving company culture! I highly recommend Jack!!
If you think Jack Daly is just another motivational speaker… then You Don’t Know Jack!