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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.
Free 30 day trial
We are currently offering a FREE 30 day trial program for everyone who receive my newsletter. In fact you won’t even have to provide a credit card. I encourage you to give it a test and I would love to hear your feedback.
To see some short demo’s on what the program can do please visit the website at http://jackdaly247.com/demo_topics/1

HAVE YOU?
As a Sales Leader, have you implemented these basic systems and processes to ensure your sales professionals are exceptional in their marketplace? The key to growing your sales is to grow your Sales professionals.

• Implemented minimum standards of performance, by way of individual negotiation and buy in by the sales associate?
• Ranking sales professionals based on their performance and doing so at least monthly? The metrics to rank can be various and have different people at different ranking position based on their performance on any one metric. We should be meeting with the group on these results at least once a month, as well as conducting monthly one-on-ones, to design actions for improvement.
• Conducting at least monthly a proactive system of pipeline management? We call this process “Inspect the Baskets”, within which we review in detail Prospects, Customers, Clients and Referrals, and what’s standing in the way of each growing.
• Inspecting each sales professional’s Touch System? It takes at least 9 touches before the prospects know you exist; most sales people quit at 5 or less! This rings of opportunity. Key to the touches is for them to be more “customer centric” than your “product centric”. Each Sales Professional’s touch system should be looked at least monthly. Too many Companies are lax in this key area of new prospect development.
• Our previous newsletter detailed out what should be done in the area of goals and key activities, and the question is: what has been done in this key business development area? New business and increased performance comes about from a simple formula: Identify the key activities; Do the key activities; and business production takes place.
• Are you out in the field with your Sales Professionals? A good Coach works closely with their players. Our belief is that a minimum of 4 hours per month per Sales Professional should be spent by the Coach. Joint-Training-Coaching calls will produce results.
• Where are your Sales Professionals practicing? Are they practicing? If your Sales Professionals are not practicing “inside” your company, then they are likely practicing “on the customer”. How does that make sense?
• Are your Sales Professionals prepared before they make their calls? What we have found is that the top performers “know their stuff”! There’s hardly anything that goes on in a sales call that couldn’t be anticipated before you make a call. Figure those out, and have the answers beforehand, rather than “winging it”.
• Are your Sales Meetings really sales meetings? Are they focused on developing and improving the skill sets of the Sales Professionals? Do your Sales Professionals look forward to going to your meetings? If not, fix it!
• Are you regularly taking the actions to upgrade the sales team? Some portion of the Sales Leaders time should regularly be spent on Recruiting. Try practicing the concept of searching for a new #1.

Note: So much of the above does not get done to the degree that it should, leaving so many sales opportunities on the street. The earlier article on $alesUp is something that can help systemize this process-take a look!

JACK DALY IN AUSTRALIA/NEW ZEALAND-MARCH 2012!

Along with competing in both Ironman New Zealand in early March and Ironman Melbourne in late March, Jack has a series of private speaking sessions and two “Open to the Public” workshop events.

Register for Jack’s Open Seat Workshops by using the following links:

14 & 15 March in Sydney- http://www.thegrowthfaculty.com.au/education-program/national-growth-summit-12

20 March in Auckland- http://www.salesstar.com/Jack+Daly.html

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

• March- New Zealand & Australia
  • April- Cincinnati, Boston, Toronto, N. California
  • May- Toronto, Milwaukee, Tampa, Cincinnati, Dallas, Houston, Birmingham, Raleigh and Richmond
  • June- Chicago, Baton Rouge, Vancouver and Milwaukee

CONTINUOUS SELF IMPROVEMENT

While I’ve read several great books in the past couple months, my recommendation here is a “twosome”: STEVE JOBS by Walter Isaacson and INSIDE APPLE by Adam Lashinsky. Isaacson’s biography of Jobs has been covered extensively by the press and so I will be brief here. The one take-away I would ask you to think about is how much Steve believed and practiced in creating “perceived value”. While it is true that real value must exist with our products/services, so often first time sales are based on perceived value. The amount of time Apple and Steve personally spent on creating perceived value is something we would all benefit from learning from. The Lashinsky book provides a real inside look at Apple, and there are so many provocative systems, tactics and leadership strategies identified that are counter to generally held business beliefs. I loved the DRI-Directly Responsible Individual- concept being assigned to every task. Whether it’s organization structure, marketing, product design, communication inside and outside the company, and dealings with investors, competitors and board members, every reader will feel challenged . Eye opening stuff, in both of these great works!

ASK JACK?

This will now be a continuing feature of the newsletter. Over the past couple years, I’ve done nearly 20 Webcasts (available in our archives), and these hour long programs have elicited many follow-up questions that we were unable to get to due to a lack of airtime. I will attempt to tee these up on a regular basis here, and if you the reader have other questions you would like addressed, just “Ask Jack” and send them on to jack@jackdaly.net
Q- When should your sales people push for referrals and how should they state it in a conversation?
A. Of the three categories of possible business production-existing customers, new customers, referrals- it’s referrals that are most often the least susceptible to price concerns and therefore hold forth the highest margins for our companies. Yet, it’s a rarity when we see a company or sales person actually plan for referrals. If I were to ask to see a company’s business plan, financial plan and income statements, I doubt that there would be a line item for Referral Revenue. Defacto, we are then waiting to get lucky with referral business. Likewise, it’s rare that we see a Referral target in a sales person’s goals and territory planning. Yet, we all know, things that get measured get done. If you seek more referral business, put it in the company and individual sales persons goals, and measure whether you are getting it on a regular basis.
The best source for referrals is our “clients”-those folks who do a sizeable amount of business with us and do so regularly. In most cases, just asking based on how pleased they are on the product or service will lead to opening the doors for the desired referrals. “Who do you know that could benefit as you have been with our product/service? Would you be willing to provide a referral for me? We enjoy doing what we do for your company and I ensure you that your referral will be very appreciative of you making such an introduction”. I suggest having your sales team do a brainstorm of how and what best to say in pursuit of referrals, and my quotes here can be my submission. Good hunting!

Ps. Look for me to be producing short video clips on ASK JACK as well!

JACK DALY SALES COMMUNITY
By Author Name

IMMEDIATE SALES ACTION ITEMS!
The jackdalysalescommunity.com offers everything you need for growing your sales numbers, not next month or next year, but right now. Jack’s comprehensive training system provides tools-you-can-use that will immediately make positive changes to your sales techniques and numbers.
WHO SHOULD USE GET JACK’D INSIDER?

• BUSINESS OWNERS who want to maximize your sales opportunities.
• TEAM LEADERS who want to develop the most competitive sales team.
• INDIVIDUAL SALES PROFESSIONALS who want to explode their income!
  Get Jack’d Insider gives you expert strategies that will help you drive up your earnings using current, relevant techniques that work. Period. Here’s what you get:
• Monthly video webcasts you can access 24/7 – anywhere, anytime.
• Powerful handouts you can share with your team and use to develop your own sales reference library.
• Summary sheets to clarify all of the sales strategies described in each webcast.
• A discussion guide you can use to lead your team to implement Jack’s powerful strategies. And more!
• 12 bonus webcasts – valued at more than $1,000 – providing the content-rich information you need to drive your career and business to higher levels.

Get it NOW at www.jackdalysalescommunity.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”..

Hey Jack,
I was the nutcase in the second row that kept pipping in how much I enjoyed your session. I just wanted to once again say I much I appreciated your program. It was very informative, practical, and real world. Also, loved your energy, fast pace, and sense of humor.
I already fulfilled my first Action Item by introducing the Best Sales People-Success Guide to our sales team. Well, it was sort of “half-completed” since I didn’t have a chance to roll it out “live” but plan to do so next week.
Safe travels and thanks once again for your time and commitment to our successes!
Mason Brommer
National Sales Director

The inspiration I derived from Jack’s speech is still alive and well with me. Here is my 2012 plan, discipline, action items, & progress to date. I have shared this with my managers and will report to them on a weekly basis for accountability.

I have completed two books since our last contact as you will see and will start the 3rd this week.

Thanks for sparking what I needed to make this a special year.

I will keep you posted.

Michael Sheppard
VP Wealth Strategies

UPCOMING WORKSHOP & SUMMITS
Jack speaks from 20+ years of EXPERIENCE! Jack Daly inspires audiences to take action in the areas of sales, sales management, customer loyalty, team building and personal motivation. He brings 20+ years of field-proven experience…from a starting base with the CPA firm Arthur Andersen to the CEO level of several national companies.
He walks the walk! He talks the talk! Jack has participated at the senior executive level on six de novo businesses, two of which he sold to the Wall Street Firms of Solomon Brothers and First Boston. As head of sales, Jack has recruited and led sales forces numbering in the thousands operating out of hundreds of offices nationwide.
Jack believes success is by design, not chance Using this formula for success, he has created several programs to help companies and individuals realize greater sales and profits. A nationally known professional speaker, Jack leads with content, delivers with contagious enthusiasm, and leaves his audiences wanting more and committed to action.

• April 17 — Boston, MA-2 Day Sales & Management
• April 17 — Boston, MA-Management Summit
• April 18 — Boston, MA-Sales Summit
• May 4 — Toronto, ON-Smart Selling Workshop
• May 17 — Birmingham, AL-Smart Selling Workshop
• May 18 — Raleigh, NC-Smart Selling Workshop
• May 24 — Cincinnati, OH-Smart Selling Workshop
• May 25 — Richmond, VA-Smart Selling Workshop

Click here for additional 2012 dates…..

Na
GET JACK’D

PERSONALITY PROFILING:
Leveraging Your Talent in the Workplace – Free Talent Assessment Report
Talent is a combination of many factors, one of which is behavior. The Talent Assessment Report not only defines unique behavior, but guides the employee and manager in leveraging behavior for greater success.
With this capability, this versatile management tool can be used to hire the right person, get employees off to a fast start, revitalize current employees, improve communication and build sound employee-manager relationships.
Computers Have Manuals–Why Not People?

The key to successful talent management and personal growth is knowledge of each person’s unique behaviors. With this knowledge, people can be effectively coached by maximizing strengths to achieve the organization’s goals. Apply the results of the Talent Assessment Report to create improved morale, increased productivity, personal development plans and win-win situations for everyone.

Get a free Talent Assessment Report to see firsthand the tools it can provide to improve your talent management success. Email dan@jackdaly.net to request your free report and get more info.

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.
Thank you!