Building a World Class Sales Organization
July 13, 2023Two recommendations this month, both hitting in the critical area of “Marketing”. Reality Marketing Revolution by Lieberman & Keiles is simple, basic, on point, action oriented and provides follow-thru suggestions with a Resources Directory. I loved the identified five questions the authors use with their clients to craft an effective marketing strategy:
This is a great, marketing guide for small to medium sized businesses.
My second pick is Inbound Marketing By Halligan, this is a must read and guaranteed to kick up your effectiveness at leveraging social media and blogs. This book is all about getting found online and driving business in to you! I’ve yet to read anything better out there on this critical topic to every business. Short on theory and long on action, that’s how I like it and that’s what Inbound marketing delivers. It will not only tell you why you should be more active in this relatively new frontier, but more importantly “HOW”. Ever since reading it, my mind continues to race with ideas, we’ve put several things in place and know we have a long way to go before we have tapped the potential. I suspect Inbound Marketing will be used like a reference manual for us, and you, for at least the next year in order to leverage so many of the actions that Halligan shares. The internet has the potential to be a game changer for our companies and our sales forces. Once you’ve read just 30 pages of Inbound Marketing, you will be salivating over the potential and begin putting in place action items to get business coming to you!
Tuesday, March 2nd, 2010
On several occasions I have spoken and written about the importance of designing and implementing a“Winning Culture” at your respective business. The evidence continues to mount that “culture” can make all the difference between so-so performance and dramatic positive results in any market. One CEO/Owner recently said it best: “If we get the culture right, Jack, all the other things you speak to in Sales and Sales Management will be easier. If we don’t get the culture right, everything you speak to will be hard.” Wow, how right this is!
When I think about culture, it’s creating an environment in our company, where the people who work there don’t get up and say “Oh, I gotta go to work today”, but rather “Hey, I get to go to work there!’ and actually recognize the positive differences of working in our company and look forward to going in. If we can create such an environment, we then would have a competitive, sustainable advantage. Unfortunately, few companies are spending the efforts needed here, and in a tightened economy, even less effort is being expended!
John Kotter spent 10 years studying and comparing companies with a focus and effort on culture to those companies that didn’t and he discovered four significant take-away’s:
Pretty compelling data! Key to a winning culture are the systems and processes that reinforce communication, recognition and empowerment, amongst a number of other areas. Someone needs to “own” this effort and make it an ongoing lifeblood of the company. The fad of the quarter would arguably be worse than doing nothing at all. So, the first thing we must wrestle down is “who is responsible for this effort?”
FUN-that seems to be a recurring theme amongst so many of the companies that are exhibiting a winning culture while delivering above average results in performance. Well known companies “getting it right” include Southwest Airlines, Zappos, Netflix and Virgin companies. When you think about these companies, FUN surely comes to mind. Beyond that, though, are eye-opening results! SW Air delivering 37 years of consecutive profits in an industry that is financially decimated (and the employees of SWA appear to enjoy what they are doing, as compared with so many of the other airlines). Check out the YouTube video for the rapper safety announcement and the book NUTS by Freiberg for ideas of how they do it.
If you haven’t taken the free tour of Zappos just outside of Vegas, schedule your one hour visit to see their winning craziness! Bring a camera and witness how a company in ten years goes from startup to sold to Amazon for $1.2 Billion! At the end of the tour, be sure to get the Culture Book to see how much heart exists in the company and compare it to the feelings of the people in your company. Heck, all new hires in Zappos get a $2,000 offer to go work somewhere else and last year there were only 3 takers. Included here are some photos of my most recent tour to Zappos. Then there is Netflix, coming on the rental video scene way after Blockbuster, outperforming Blockbuster in a huge way, and forcing Blockbuster into changing their business model. Go to your search engine and type in “Netflix Culture” and review for 15 minutes their power point summary of how the culture works there-be prepared for some seriously challenging stuff-but, stuff that is working in a very profitable way. Sir Richard Branson has been consistent all along the way to building his Virgin collection of 100+ companies as to how important culture has been to their success-it all comes down to people and making it FUN!
In my travels, I ran across an amazing story of success in East Hartford, CT at Goodwin College, where founder/President Mark Scheinberg is building a success on so many fronts it’s mind-boggling. If you are in the area, be sure to drop in very a real eye-opening tour! Here are a couple photos from my visit, one with Mark trying to copy my answers(?) and the latest in working on a computer, on a treadmill! FUN!
More photos, more FUN, and another visit with client Jackson Healthcare just outside of Atlanta. Similar to Zappos, the staff at Jackson Healthcare walk their values, as opposed to some platitudes hanging on a plaque. Things like “others first, strives for excellence, maximize potential, do the right thing and esteem the team” are for real. The organization has a strong work/life balance, and you can see that in photos of the company health center on site as well as a room to unwind with video games, billiards and the like. The culture was described to me by one associate as “energetic, conscientious and intelligent”. Another stated, “We don’t just have employees; we have ambassadors.”
The biggest challenge with regard to taking action in this critical culture area seems to me to be the difference between “urgent and important”. The things that typically fall under the banner called culture tend to not be urgent, but when you look at the Kotter stats and these business examples of success, they are critically important.
So, who has the ball in your company, and what is the culture game plan?
In order to assist our clients with implementation of the “Jack Daly” Sales & Management Systems/Processes taught for years in a live presentation, we anticipate releasing an online tool named GPS-Growing Profitable Sales. Online demos will begin within the next 60 days and if you would like to “take a ride” to see what we have, call Jennifer at 888-298-6868 or email her at [email protected] and we will be taking those who respond in the order in which they expressed interest. [email protected] or call her at 888-298-6868.
The system will focus on Productive Accountability, providing a coaching vehicle between the sales person and sales manager. Additionally, the system will provide Sales Professional Development Tools, building and monitoring sales competencies, along with a talent development toolkit.
GPS will focus on Key Activities, Pipeline Management, Touch System, Success Guide, Goal Tracker and many other key concepts of “Jack Daly” Training. The GPS System is built so that each client can customize it easily to their business particulars, working within the proven “Jack Daly” processes. To get on the First Alert List for a “test drive” of GPS, simply email
TAKING ACTION– As a catalyst to encouraging others to “take action”, we feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!
Jack
I just thought I would share some brief news with you!
A while back you came to Holland Michigan and I had the pleasure of hearing you speak and break bread with you. I have been so impressed with what I learned, I have had all my reps around the country enroll in your sessions. The feed back has all been the same. AMAZING!! Thank you for helping me turn my business around. We have implemented many of the items we have heard in fact our “9″ touch system has worked. Our group has been able to diversify our business from a majority 90% auto business to now a 60% auto business. We have not lost any market share, in fact we have gained. This exploding growth has allowed us to maintain great profitability through a tough economic time. Our pipeline and development around pipeline has never been greater than what it is today. We have a great deal of work to do, but we are moving this ship in the right direction!!
I will get with you and the end of the year to show our progress. Continued success on your goals for 2010!!!
Best regards,
Craig J. Zezima
Hi Jack!
We have been implementing your suggestions and have experienced great success. We have grown almost 40 FTE’s (full time equivalent’s) since January 1. We still have lots of work to do and can’t wait to see the future results, we will keep you updated. Changing our focus from “selling” to helping people buy and advocating for children to receive the BEST early education has been a huge paradigm shift for our entire team!
In deepest gratitude for your inspiration and direction! I will be seeing you soon at one of your next trainings and look forward to your webinar next week!
All my best,
Krysta O’Neill
To make the sale – you’ve got to get in the door before you can get in the game. How well are you getting thru to your decision makers? Join me tomor row – we’re just one day away from some very important sales boosting ideas.
Decision makers have never been better shielded. About 80% of all sales phone calls end up in some sort of electronic gatekeeper and the rest are screened by caller ID or live assistants. Learn to get thru these gatekeepers more effectively.
Have you ever had any real training or a solid plan on HOW to deal with gatekeepers effectively? Learn the correct mindset and 50 proven tactics that work to greatly increase your opportunities and results. Join us for my webinar Beating Call Reluctance – Getting Thru the Gatekeeper tomorrow, March 25. It’s loaded with ideas you can put to work right away…
Beating Call Reluctance – Getting Thru the Gatekeeper
Thu, Mar 2 1:00 pm Pacific time
If you want to grow more new business, click hereto learn more or to register! This session is $99 and includes 5 great training tools to help you use the ideas, plus a special offer. I guarantee you’ll get rock-solid ideas to get thru to more buyer opportunities.
Onward and upward,
Jack
Jack Daly Enterprises, LLC
OTHER UPCOMING WEBINARS:
CONTINUOUS SELF DEVELOPMENT
wo recommendations this month, both hitting in the critical area of “Marketing”. Reality Marketing Revolution by Lieberman & Keiles is simple, basic, on point, action oriented and provides follow-thru suggestions with a Resources Directory. I loved the identified five questions the authors use with their clients to craft an effective marketing strategy:
This is a great, marketing guide for small to medium sized businesses.
My second pick is Inbound Marketing By Halligan, this is a must read and guaranteed to kick up your effectiveness at leveraging social media and blogs. This book is all about getting found online and driving business in to you! I’ve yet to read anything better out there on this critical topic to every business. Short on theory and long on action, that’s how I like it and that’s what Inbound marketing delivers. It will not only tell you why you should be more active in this relatively new frontier, but more importantly “HOW”. Ever since reading it, my mind continues to race with ideas, we’ve put several things in place and know we have a long way to go before we have tapped the potential. I suspect Inbound Marketing will be used like a reference manual for us, and you, for at least the next year in order to leverage so many of the actions that Halligan shares. The internet has the potential to be a game changer for our companies and our sales forces. Once you’ve read just 30 pages of Inbound Marketing, you will be salivating over the potential and begin putting in place action items to get business coming to you!
Here’s the schedule of cities I will be conducting programs in over the next 3 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 [email protected] with your interest and Jen will do her best to accommodate any requests.
April-Orange County-CA, Winnipeg, Boston, Whistler & Las Vegas
May-Seattle, Dallas, San Diego, Orange County,CA, Brazil
June-Chicago, Montreal, Toronto, Green Bay, Philadelphia,
**Jack is also traveling the world in 2010 and would love to hear from you if you have an interest in working with him while he is in town. Here is his international schedule:
July 2010- Australia & New Zealand
September 2010- London
November 2010-Toronto & Vancouver, Canada
Keeping with the lead story of this month’s newsletter, our special this month is CULTURE BY DESIGN. Here I share ideas on communication, recognition, empowerment and rewards tactics to be considered when designing and implementing a winning sales culture in our companies. This 3 hour program is in a DVD/Audio CD combo. Normal pricing is $225 for the combo but through April 30, call Jennifer at 888-298-686 or [email protected] and it for $150. One idea implemented toward a winning culture will deliver a huge return on your investment!
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.
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!
