Blog

Happy Holidays!

Warm wishes from all of us at Professional Sales Coach to you and yours this holiday season. We hope your year has been prosperous and that 2014 brings many good tidings!

NAVY SEALS –  I’ve been a raving fan of the U. S. Navy Seals for many years and in early November I experienced a real treat: a VIP tour of the training grounds in Coronado, San Diego, CA. As I made my way around and “interviewed” several of the instructors (all SEALS who have previously been through the program), so many “takeaways” the business community could well learn from. Here are just a few

1. Selection of the right people is essential to success. Imagine your “new recruits” preparing for arrival at training in Coronado for 6-8 weeks to “get ready”. On my tour, the new class of the first five week program was on day one of week two. Out of a class size of approximately 150, 79 had “self-elected” out of the program, realizing they were not ready for the responsibilities to their teammates at this time of life! This is known as the beginning of BUDS. The trainees are put through rigorous physical challenges, while being reminded of how critical their performance is to their teammate(s). For this class, 79 by the end of week one had literally rung the bell and placed their helmet on the deck, volunteering to return to their original units. The fifth week is termed “hell week”, which regularly includes four consecutive days without sleep, amongst arduous physical activity. Once through this five weeks, the remaining SEAL trainees have another 21 weeks to go of intense physical and mental training exercises. Is it any wonder why the SEALS are so well known for their capabilities and performance excellence? Now, consider for a moment, running a business with a similar rigor on the key are called “recruiting”? We have much to learn from those doing things at such a level of excellence.
2. Whole man training – I toured several stages of the SEAL training, interviewing instructors along the way. The consistency of the emphasis on “above the neck and below the neck” underscored how important the SEALS success is much greater than physical fitness. While a base level of fitness is a given necessity for success as a SEAL, the differentiator will ultimately be “mental toughness”. The ability to stay cool under intense pressure is integral to the success of the overall mission. The training stresses this “mental toughness” need in so many ways. Now, looking at our role as business leaders, it should be obvious that our business success has a similar dependency. The world of flatter organizations, less rules and policies/procedures, speed of technology, and more and more empowerment at the direct customer interface, necessitates that our front-line people need to be “mentally tough” and prepared accordingly. What are you doing to meet such a need?
3. Systems & Processes are key –  I’ve talked before about how top performing sports teams at every level, get to be top performers based on systems and processes, emphasized with both training and practice. No matter where I traveled in the SEALS facilities, this was incredibly prevalent. It was there in sight, sound and practice. It was a source of pride amongst every instructor I encountered. There is no reason why we as business leaders can’t do the same. What are your systems and processes for success? What are your scheduled training schedules? When and how often is your team training?
4. “The only easy day was yesterday” – I heard and saw this everywhere I went. A good reminder for the SEALS and for us as business leaders. Once graduated, these “humble warriors” take pride in the continuous need for improvement in their policies, processes and practices. They regularly are pressing for that “little bit better”. Yes, my day was a fun one indeed, but it was full of reminders of what it takes to be great at anything!

Educational Opportunities -Here’s a look at my upcoming Workshops:

• December 13 — Columbus, OH
• January 10 — Ottawa
• January 14 — St. Louis, MO
• January 17 — Salt Lake City, UT
• February 17 — Birmingham, AL
• February 27 — West Lake Village, CA
• March 3 — Monterey, CA
• March 18 — San Diego, CA 3 Day Sales & Management Success Summit
• March 18 — San Diego, CA Management Success Summit
• March 19 — San Diego, CA The Neuroscience of Influence – Full Day Workshop with Christine Comaford
• March 20 — San Diego, CA Sales Success Summit

Click here to see the full 2014 schedule……

JACK DALY 2014 RACE SCHEDULE – Several people have inquired what races I would be racing in 2014, with an idea of joining me on a bit of the craziness. Be careful what you ask for! Here is a list so far:

• Ironman Cabo 3/30
• Ironman Cairns 6/8
• Challenge 140.6 Atlantic City, NJ 6/29
• Ironman Malaysia 9/27
• Marathon Birmingham, AL 2/16
• Marathon Abilene, KS 4/12
• Marathon Monmouth, NJ 4/27
• Marathon, Kennebunk, ME 5/11
• Additional races to be added as year rolls out

WHERE IN THE WORLD IS JACK?

Here’s the schedule of cities I will be conducting programs in over the next few months (some for clients, others are open seat workshops.) I may have flexibility in my scheduling for lunch, dinner or more should someone have an interest. If you see I’m headed to your part of the world, feel free to email jennifer@jackdaly.net

Dec- Orlando, San Diego, Sacramento, Ottowa, Columbus, Los Angeles and Charlottesville.

Jan-Rochester, Ottawa, St. Louis, Calgary, Salt Lake City, Amsterdam, Birmingham, Toronto, Philly.

Feb- NYC, Houston, Victoria, Ft. Lauderdale, Minne, Birmingham, Las Vegas.

Our 2014 calendar is already 80% booked so call us today, 888-298-6868888-298-6868 , or email jennifer@jackdaly.net if you are

interested in a day with Jack!!

TRUE STORIES! – The purpose of me sharing these true but selling scary stories, is to encourage you to review your existing processes to ensure you are making it easy for your customer/prospect to buy, and feel happy about the experience. Do that, and you will enjoy repeat, referral and higher margin business. As well, do that, and you will stand out from most competition!

• APPLE & SPRINT – are you kidding me? I want to upgrade my iPhone 5 from 32 gigs to 64 gigs, which will cost me about $400 with accessories. I initially go to a Sprint store and discover they only have 16 gig in stock. Told I would be best served to go to an Apple store. At the Apple store, we choose the phone and accessories and attempt to check out. Computer system refuses me, as my phone is listed under a “company” and as such told they at Apple cannot sell to me but I must go through Sprint. I leave the store, call another Sprint store, which is out of the 64 gig phone. I recount my story, they review my account and tell me that Apple should be able to sell me the phone, as I’m a small company with one user- me! They tell me what to relate to the Apple rep. I return to the Apple store in less than 15 minutes, am told to wait in the line, which I had already done earlier. After protesting to a “Genius” (who states he is a Genius and as such cannot help me with a purchase, as he only helps people with existing computer/phone technical problems- I hope you are getting the visual by now), I am given a new sales rep, where we go through the story once again. He orders the phone from the back room, and we then need to wait for a “picker” in the back room to bring us the phone. Now that he has the phone, we begin again. Again, it fails, as does the work around. The rep then calls a “Universal Apple/Sprint agent to work though the problem. After reviewing my account, the decision is I cannot buy the phone at an Apple store, given the coverage plan I have in place. I leave the store, head home, open a bottle of wine and lament the tragedy of sales pratfalls. I will try again online or order a 64 at a Sprint store, once I muster the time and courage to go it again!! Suggestion- as an Owner/Manager/Salesperson, routinely go through your selling process by “being a customer”. Are your systems and processes customer friendly and making it easy to buy? I once heard, “it all begins when someone sells something”. Oh were it that easy!
• SKYMALL – The email ad said 25% off site-wide for Veterans Day weekend. Since I was on no less than 20 different flights over a 2 week period, I had the occasion to page through the Skymall Magazine once my Kindle was told to be turned off for landing. I had noted 4 items worth looking into and with this email, now was the time to “take action”. I went on-line and choose my 4 items, but at checkout was unable to generate my discount. Since there was no direction on-site to resolve, I called the 800 number. The sales agent then went to the first item, and I was told that item did not qualify for the discount. Item 2, I was told the same. I then said that if item 3 was similar, it sounded to me like false advertising, and the sales rep should be questioning the integrity of the firm she was working at. Well, item 3 didn’t qualify either. For grins, (not), we looked at the 4th item, which the sales rep said should have qualified but the computer wasn’t giving it either, but she could over-ride. As stated above with APPLE/SPRINT, I suggest occasionally “being a customer” to ensure the “experience” is one you would be proud of, and one that inducing repeat and referral business.

It doesn’t need to be this hard!

TELEVISION AS A FUN LEARNING FORUM – For my entrepreneur readers and their children. Take a look at Shark Tank/Dragon’s Den and also The Profit (last found on CNBC Prime). Great vignettes from which to have discussions about “the pitch”, as well as the business model and valuation. A fun and entertaining learning experience. Thought…how would you and your company hold up under the lights?

LEVERAGE SALES COACH

The price you pay for any of the 3 Sins is stunted sales growth.

Do you have a sales force delivering flat sales results or less than you need? We help you fix that.

We help you get sales right.

• The Right People, the Right Systems, and the Right Leadership
• Grow results by Jack Daly design
• The Jack Daly Way

“Leverage Sales Coach delivers a customized coaching action plan focused on achieving higher sales goals for your business by developing strong sales leadership. Sales Leadership grows your team. Your team grows results.”

• Assessment & Strategy

• Skill Development

• Action Game Plan

• Accountability to Action

Contact me today to get some free tools to help you get started. Or I’ll put you in touch with one of our coaching professionals.

• Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and learn about Jack’s proven action strategies to improve your sales results.
• 10 Questions to EVALUATE Your Sales Plan – Sales performance, Management effectiveness, right people, and competition.

Contact jennifer@jackdaly.net, call 888-298-6868888-298-6868 or visit http://LeverageSalesMgmt.com/.

TAKING ACTION–A look at what others are DOING! The frustrating part of what I do as a speaker/teacher is relying on others to “take action”. Frustrating especially when you hear about the challenges of a tightened economy, and yet too many folks not taking the actions needed to WIN. Check these examples of others, and then ask yourself why you aren’t “making things happen”..

Jack, Really awesome session yesterday!

Very high value stuff that we are committed to implementing.  I have a full page 39, and I’ll be committed to owning page 9, using my money bag, creating a personal touch program outside of the business, and keeping up on FB and LinkedIn.

You should come with a warning label…
Warning: messages may be hard to hear and mercilessly delivered, but results will be amazing!

Dan Balda, MD Medicomp, Inc.

Jack,

Thank you for the seminar yesterday. I thought it was fantastic. I have never been to an event like this, where I learn a lot but at the same time you beat yourself up for being crappy at what you do. Thank you for the kick in the butt. I am truly amazed at your energy, wow!

I have downloaded card munch, changed my voicemail and will be buying money bags for my sales people today.

Have an AWESOME day!!!

Scott Leonard

Power Transmission Manager

WEBCAST ARCHIVES

Over the past 3 years I’ve produced about 18 one hour webcasts covering a myriad of topics. They each have been archived along with 5 training support tools and can be found here. Whether you are a Sales Manager or Sales Professional, these one hour sessions are packed with sales growth and money making ideas. Many of our clients use them as a team watch activity, then develop a game plan for each sales professional to take action.

Here’s just a sample of topics, all of which and more can be found on our website:

• BEATING CALL RELUCTANCE AND GETTING THRU THE GATEKEEPER

• RECRUITING TOP SALES TALENT

• HOW TO LEVERAGE THE INTERNET TO SELL MORE

• COMPENSATION, REWARDS AND RECOGNITION FOR SALES PEOPLE

• WINNING CULTURE BY DESIGN

The investment?

1 webcast $99

2-6 $79 each

7-10 $59 each

11+ $49 each

One idea, one action, and your time and money have been leveraged! www.jackdaly.net TAKE ACTION!