CREATING YOUR SALES BREAKTHROUGHS
Good news for anyone with a sales problem.
My driving force in business is to help companies, sales teams and sales people grow their top line sales results and bottom line incomes. I travel about 300 days a year–and wherever I go, people are asking me to please make more of my sales ideas available online. “We want more sales ideas from you. Get it to us real-time!!!” they say.
So I’ve decided to get my ideas out to more people in the easiest, most accessible way possible. I’ve created a series of new, free content-rich sales videos that I think you’re going to like. I just finished my intro video to the next big thing I’m doing to help you grow your sales and grow your success.
Watch this and get ready for 4 more great videos after this one! If you’re ready for bigger sales results–if you’re serious about wanting to implement the best ideas… take action. Watch my free content-rich intro sales video to see what’s coming next!
See my new best sales videos HERE. If plain text, visit www.jackdalyvideoseries.com/friends
Year End= New Year Opportunity!
As is the tradition (and a good one) it’s time we have our goals in order for the coming year. My most recent webcast, Turning Your Goals into Increased Sales & Higher Earnings, dealt in detail with this most important area for success.
People regularly marvel at all I get accomplished during the year and wonder how it all can happen. This includes both business and personal. So much of it comes back to the tried and true goal setting system & process, along with a good measure of discipline. As is so often said, “You can’t reasonably get to your destination if you don’t know what and where it is.”
I think one of the hardest things I must wrestle down each year is sorting out what “gets in” and “what doesn’t”. Each year I find there are a number of attractive initiatives I must pass up on and defer to a later year, so I can properly focus on those most important to me.
Whether you are talking business or personal, the process for success is the same. Per a study by Gail Matthews, of Dominican University, there are three keys to producing a 78% higher success rate in this area: 1) written goals; 2) commitment to action; and 3) weekly progress reports and accountability team.
These sound very familiar to the four part system I have used, taught and implemented successfully with so many individuals and companies: 1) goals in writing; 2) written plan to achieve the goals; 3) system of measurement; and 4) system of accountability.
First critical action is to stress test/reality test the goals. This typically is not as rigorous as it should be, resulting in spending the majority of the year consumed with discussing variances and shortfalls. Have the meaty discussions before the year starts, match the activities against the calendar and time available, and the “doability” of the goal overall. Yes, I believe in “stretch”, but stretch within reason!
Once we are comfortable with the goals, a written plan is needed, and this plan should be specifically detailed as to the “activities” that will be needed in order to meet the goals. For example, if I’m looking to complete a marathon on my personal goals, Having a 2-3 month lead time before the race is necessary, and in that 2-3 month period, sufficient time available to log the necessary running schedule that has been proven to produce solid results in a marathon. If I set a sales goal of X$ of sales for the year/quarter/month, then determining the key activities that will need to be done each day/week/month with appropriate lead times to book the sales is needed. These typically are industry and company related and are best gleaned from observing and mentoring the top performers. They might include # outbound calls; # face to face; # presentations; #marketing initiatives; # networking; # trade shows, etc. Once the activities and frequencies are determined, a system of recording and reporting on what actually takes place and what was in the goals is needed. Having worked with Top Producers my whole life, I can tell you that they are maniacally focused on such activities.
The last key ingredient is a system of accountability. My formal team who hold me accountable number (5), each coming with their own points of emphasis and perspectives. Additionally, I post my goals on my website www.jackdaly.net, thereby increasing the pressure world-wide. My team of (5) meet with me separately 4-5 times each year, enabling someone holding my feet to the fire at least once a month. I intentionally pick people who are “no-nonsense” to further enhance my opportunity to accomplish what I set out to do.
Your take-away from this newsletter is to develop your goal setting system and processes, and go into 2012 with a high probability of SUCCESS! I’m always excited for the new year to arrive, as I get charged up in reviewing all that was accomplished in the prior year, and knowing I have the system that will turn the new year into a winner as well.
Join Me!!!!!!
CONTINUOUS SELF IMPROVEMENT
Two terrific books that I would classify as “must reads”. GREAT BY CHOICE by Jim Collins and THAT USED TO BE US by Tom Friedman.
Typically I provide some key take-aways on my book recommendation and only have one for the month. I’m breaking both of those “typicals” here. THAT USED TO BE US, written by Friedman who gave us the classic THE WORLD IS FLAT, here takes on what has been at the foundation of the slipping of the USA economy in the past decade and what actions are needed to get things right-sided. With all my world travels this year, it has become clearer than ever before how impactful the USA economy is on the overall world economy, and as such I recommend to all interested in seeing a rebound in the world economy. GREAT BY CHOICE has got some great take-aways for anyone’s business, and some you may find quite surprising. The authors have really done their homework, and we are the beneficiaries. The actions needed for sustainable and solid performance are simple in concept and available to us all. Dig into these two books and set yourself and your companies up for great success in 2012!
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
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- Nov– Phoenix, Reno, Cincinnati, Toronto & Chicago
- Dec– Chicago, NYC, San Diego, Reno & Cincinnati
- Jan– Las Vegas Miami, San Diego, NYC, Albany & Niagara
- Feb– Hartford, Chicago, Los Angeles, Tampa, Raleigh, Baton Rouge & New Zealand
AUSTRALIA & NEW ZEALAND 2012– Jack will be making a return visit to Australia and New Zealand in March 2012 and has only a handful of open dates left for companies who are interested in training. If you are one of those companies that would like to have Jack in to work with your team, please contact jennifer@jackdaly.net ASAP and secure your date.
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.
In The News…
Seth Godin had a couple more great blogs in September. If you missed them, here is your chance to read them…
The Org Chart…
Manu‘s funny brilliance aside, this collection of org charts might help you think hard about why your organization is structured the way it is.
Is it because it was built when geography mattered more than it does now? Is it an artifact of a business that had a factory at its center? Does the org chart you live with every day leverage your best people or does it get in their way? Check out the Org Charts here…
Run Your Own Race…
The rear view mirror is one of the most effective motivational tools ever created.
There’s no doubt that many people speed up in the face of competition. We ask, “how’d the rest of the class do?” We listen for someone breathing down our necks. And we discover that competition sometimes brings out our best.
There’s a downside, though. Years ago, during my last long-distance swim (across Long Island Sound… cold water, jellyfish, the whole nine yards), the competitiveness was pretty thick. On the boat to the starting line, there were hundreds of swimmers, stretching, bragging, prancing and working themselves up. By the time we hit the water, everyone was swimming someone else’s race. The start was an explosion of ego and adrenaline. Twenty minutes later, half the field was exhausted, with three hours left to go. To read more click here…
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”…
Just a short note to say THANK YOU for the great inspiration to achieve more in life and work. As well, a thank you for the excellent set of tools to make me a better sales person. In my 35 years in the business I have been blessed to attend many sessions on “how to improve sales skills”, but none provided the level of useable tools as your session.
I also enjoyed your delivery style – the excitement and passion was contagious! My 4-priorities will be completed and forwarded to my boss today for his file – I also have the need for someone to hold me accountable and make sure I stay on track.
Thanks again for leading me to a better place and giving me the tools to help me grow and help Kehe be a better sales organization.
I hope I have the pleasure of seeing you again in the not so distant future,
Ronald W. Turner
Jack,
Again I would like to say thank you for a powerful Saturday in Chicago. I am immediately implementing three new ideas into my business planning. I can say it was “My Pleasure” to spend Saturday being prodded to think deeper and just listen while you hit our group with ideas and solutions that will enable me to step up my game.
I can honestly say “I didn’t know Jack” but I am certainly glad that I do now.
With kind regards,
Julie Barnes Steger
