Blog

The Power of Culture

I’ve often spoken via this newsletter of three key initiatives the Leader/Owner needs to prioritize for success: Vision; Key People; Culture. Thought I would take a quick and insightful look at each of these three components. Here’s a great example on CULTURE, provided by my friend John Ratliff, CEO of Appletree Answers. Click to the video, it truly speaks for itself. Once you’ve seen the video, ask yourself two questions: Would something like this enhance the work environment of your company? And, what is your plan of action to enhance your culture .If we as Leaders can create an environment where our associates “look forward to coming in rather than having to come in”, we then will have a competitive, sustainable advantage!

SALES MANAGEMENT:

Sales Desperation vs. Growth by Design

EVERY BUSINESS WANTS TO GROW REVENUES. But most small to mid-sized companies stay small or go out of business because they’re committing one of the 3 sins of Sales Management.

1. The owner/CEO/entrepreneur is also Sales Mgr
2. The best sales person is Sales Mgr
3. The best sales person is Sales Mgr PLUS continues selling

Are you sinning? Both the owner/CEO and sales manager positions are full time work. Both require the right skill sets. If you’re sinning, simply put–you’re building your company with a part-time effort. Do you really want this most important job done part-time? Sales Mgmt Coaching can help you turn the sinning into winning.

Build results by leveraging your sales management position according to Jack Daly’s sales growth principles. Is it time to get an experienced Jack Daly sales coach helping you?

What clients are saying:
Dan,
We’ve far surpassed our original goals as a direct result of working with you. You focused us on the most important aspects of our business. We’ve thrived during major turmoil in our industry.

I was most impressed by your ability to quickly identify the weaknesses in our existing sales process and hold us accountable to improve our systems. Your expertise in sales is obvious, especially in the role-playing exercises to improve the skills of our sales team. Thanks for your superior coaching that moved us to the next level.
Dan Fabian
VP, Costa Mesa, CA

Get a Free Sales Strategy Session with Dan Larson

You’re invited to get a free Sales Strategy Session. We’ll discuss your current sales situation, what you want to accomplish and the main challenges standing in the way. I’ll share my thoughts on your best opportunities, sales strategies, and the best path to grow results, all based on the “Jack Daly way.”

Just text “grow” to 818181 or call (916) 972-1292. Or visit www.leveragesalesmgmt.com.

VISION- Steven Covey says, begin with the end in mind. My friend Cameron Herold calls it the Painted Picture. I set the bar at something that gets people inside and outside our company excited about what we are doing in our company. Here’s a favorite classic story of sitting down and truly thinking through what we really want for our life and business. Enjoy, then, reexamine where you are currently headed…and why!

A little story about a Mexican fisherman illustrates success in a simple life well lived.

UPCOMING WORKSHOP & SUMMITS

• August 15 — Montreal, QB
• August 31 — Milwaukee, WI
• September 13 — Chicago, IL
• October 4 — Washington D.C. 2 Day Summit
• October 4 — Washington D.C. Management Summit
• October 5 — Washington D.C. Sales Summit

Additional Workshop Dates
___________________________________________________
*Jack Daly presents Winning Sales Strategies in Australia!*
Sydney- 7 August 2012
Brisbane-9 August 2012

Jack is back in Australia in August to present his powerful one-day seminar. This outstanding one-day program is a MUST for sales and marketing teams, management and CEOs that want to get the best from their team and accelerate business growth.

Winning Sales Strategies – How to Build a World-Class Organisation

CONTINUOUS IMPROVEMENT
Howard Schultz built a true rocket of growth in Starbucks. Then, he backed away from the leadership, only to see his Company come falling quickly to earth. His book “Onward: How Starbucks fought for Its Life without Losing Its Soul” details out the leadership keys that set the Company on a renewed path of growth. Here are a few, and I recommend you read the book for many more!

• Grow with discipline
• Balance intuition with rigor
• Get your hands dirty
• Use authentic experiences to inspire
• Hold people accountable but give them tools to succeed
• Make the tough choices; it’s how you execute that counts
• Be responsible for what you see, hear and do

Q & A- Over the past couple years, I’ve produced a series of one hour webcasts, all of which you can access on our website at www.jackdaly.net. Despite our best intentions, we rarely get to answer questions posed by our viewers, so I will be doing so in this newsletter.

Here’s one- “When to let a sales person go?” The four word short answer-”Hire slowly, fire quickly”. The majority of non- performance issues with sales people more often is the result of a poor job of hiring than any other singular reason. Key then is recruiting the right fit and investing enough time on the front end. This should include having a written list of desired candidates, a written profile of the personal characteristics you are seeking, multiple interviews by the Sales Manager, along with interviews by others in the Company, and utilizing a profiling tool (we can help here in many ways, just email Jennifer@jackdaly.net to get things going).

Once a new hire sales person is hired, minimum standards need to be negotiated and agreed to; scheduled one-on-one sessions conducted; coaching calls with the sales person; role practice; aligning new hire with a top quartile performer; and pipeline reviews regularly are just a sample of what we need to invest with the sales person. Given that the above has been provided and the sales person is determined to be “not performing”, there must be no delay in removing the sales person from the position. To do otherwise would not only be hurting the company, but the customers, the prospects, the rest of the sales team, and the overall culture of the company. Remember, the longest time in a manager’s life is the time you’ve lost face in someone and the day you do something about it.
Beyond all of the above cited injured by delaying, we are also hurting the sales person by keeping them in the position. Position them for success in something they will enjoy and be good at, whether that means inside or outside your company.

Where in the World is Jack?
By Author Name
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

• August- Australia, Montreal, San Diego, Washington D.C, Raleigh and Milwaukee.
• September- Omaha, Chicago, Detroit, United Kingdom, Russia.
• October- Las Vegas, Washington DC, Mexico City, Los Angeles, Hartford
• November- Los Angeles, Pittsburgh, Tampa, San Jose, Miami.

IN THE NEWS- From June 2012 Inc. comes this great summary of Jim Collin’s 25 years of research in the form of twelve questions for business leaders:

• Do we want to build a great company, and are we willing to do what it takes?
• Do we have the right people on the bus and in the key seats?
• What are the brutal facts?

Read the other nine here…
Jack,
We are making good progress at this point. We have started using the Sales Up system and it’s AWESOME! I have been in contact with Anthony and he has been a pleasure to work with. As a small business owner, I have found that Sales Up is exactly what I needed to keep my business development efforts organized and focused on our growth goals. So thanks again for the follow up and I look forward to working with you and your team in the future.
Thanks,
Mike Kemp – President
Kemp Management Solutions

After many years of being asked recommend a tool that could facilitate a way to implement all of the systems and processes that I speak of, I am happy to introduce you to $alesUp.

Some of the key features include:

• Set goals while tracking and monitoring all related key activities
• Effectively and efficiently manage your pipeline of prospects, customers and clients
• Identify and capture the key differentiators from your competition
• Develop and implement an effective Touch Program to build value with your contacts
• Identify personality styles in selling situations and how best to leverage them
• Create a collaboratively developed, industry-specific Success Guide

Leveraging cloud technology, $alesUp provides a simple framework to ensure each member of your sales team is putting into action the proven sales strategies and tactics, that come from my sales and management programs.

DALY DOUBLE- Here it is. All of my books, audios and videos, not only in hard goods form but accessible on-line as well. This includes “Jack in a Box” and Jack Outside the Box”. Everything you need to take your business/company to the next level and then some! Retailing at more than $2,000 but through the summer (August 31), it’s yours for $995. Just call 888-298-6868 and ask for the Newsletter Daly Double special…and take your business on a rocket ride!

If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.