Building a World Class Sales OrganizationOct 19, 2023
Each April I invest 4 intense days of a deep dive with about 70 entrepreneurs who meet at MIT in Boston. We are enlightened and challenged by a collection of impressive speakers and business leaders. I left with such a feeling of renewal and learning, and thought I would share some of the many takeaways from the Gathering. In the interest of brevity, I’m going to share via bullet points.
Well, that should get you thinking! The question is always this: what will get you taking action?
JACK DALY SALES UNIVERSITY
Knowing that a productive sales organization is the only way to grow your business, your sales team needs proper direction to reach its full potential. Managers need support with bright ideas and street proven techniques to make their leadership more impactful. Imagine having an expert available any time of day or night to provide your sales team with out-of-the-box, exciting new ideas to make your company more profitable, all while having fun doing it!
With the team at Advantage Media, I’ve created a convenient tool designed to teach Entrepreneurs & CEOs, sales managers, and sales professionals the proven systems to successfully sell in today’s hyper-competitive business environment. All of this is available now with the all new Jack Daly Sales University at www.jackdalysalesu.com! Please watch my personal intro to Sales U.
Just like a modern college or university online course, Sales U teaches practical courses with comprehensive training material dedicated in three key areas: Sales, Sales Management, and Culture. The full program is 13 hours of fun, energetic, and powerful material that can be used to train your entire sales team, from entry level to seasoned professionals. Managers will get relevant methods to implement with the whole team, and best of all, you can make the Sales U courses part of your new hire training or sales meetings… anytime, anyplace.
If you are interested in learning more about the online courses offered, please visit our online library today. Here you can preview all courses, read about content, and purchase when ready.
I had the unique opportunity to hear author and Harvard Business School Professor Francis Frei speak on two occasions, each for three hours of amazing and riveting content. I immediately purchased UNCOMMON SERVICED: HOW TO WIN BY PUTTING CUSTOMERS AT THE CORE OF YOUR BUSINESS and suggest you do the same. Here is my favorite takeaway: In order to be great, you have to be bad. The problem is organizations too often are trying to be great at too many things, and as a result be just so-so across the board. Another favorite is “Don’t be apologetic about being bad at certain things. Excellence is a choice!” Upbeat in person and in the book, as I read the book I feel Francis in the room with her humor and energy and intellect. The book is chock full of case studies, and straightforward, just as I like things. The entrepreneur that reads Uncommon Service will have the ability to diagnose their business as to its service model, and develop a game plan on how they will get better, and where they won’t – by intent! This is a must read, confirmed by so many who have previously read it and shared their enthusiasm as well.
Don’t miss my upcoming Smart Selling workshops in Ft. Lauderdale and Philadelphia or my 3 day Summit in NYC…
“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.”
Click here to see the full 2014 schedule…
HYPER SALES GROWTH
It’s been almost two months since my book Hyper Sales Growth has been released, and I cannot be happier with its success. I’m proud to say the book hit Amazon #1 Best Seller status in multiple countries, including the USA, and to date I’ve received nearly 30 five star reviews! Here’s what people are saying about the book online:
Feedback like this is both humbling and exciting. I am overjoyed to know that my experiences and advice are utilized throughout the world to such great success. By writing my first full length featured sales book, I’ve created a tool that can be used over and over again for generations of business professionals.
Hyper Sales Growth is available in hardcover here at an all new low price of $20. We also offer bulk discounts if you are looking to supply the whole team! Kindle and Audio versions are also available through Amazon.
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”.
I wanted to send you a quick note to give you an update on things we have implemented:
“Kris & Co reps have been Jack’d in person and now have some required reading coming their way. We just came off our best 4 month start to a year in over 18 years in business, in the northeast, with horrible weather and changing economic times. Maybe this culture, management and sales process stuff really work. Thanks iron Jack Daly we love you.”
As many of you are well aware, I am a devoted Marathoner and Ironman. As well, a big believer in Bucket Lists, Goal Setting and Exercise Benefits. I take my fair share of ribbing about my ambitious goals (including racing two Ironmans this month!), so thought I’d share a quick story that makes me look quite tame. Meet John Wragg. When I race Ironman World Championship this past October in Kona, it was my 13th overall. Kona was Wragg’s 163rdfull-distance Ironman! He competes in the 60-64 age group, and has covered 23,339 miles during his incredible Ironman career. He raced his first Ironman in 1988.
What makes all these race finishes even more amazing is the fact that Wragg has to walk the marathon at every race he does. In June, 2008 he was hit by a car while out training on his bike. What is holding you back from taking on “your big challenge”? It doesn’t have to be an Ironman; it doesn’t have to be physical. Just pick something BIG and go for it. You will be amazed at what is possible, and the myriad of benefits forthcoming once accomplished.
www.Bucketlist.org is the place to jot down your life’s ambitions, and tell the story once you’ve accomplished them. Inherently most people want to live a meaningful life but they face the following obstacles:
Bucket List provides a solution to the three problems above by providing:
One of the great new developments at Bucket List right now is the production of the official Bucket List app for mobile devices so that all this can be done more easily while on the go. To learn more, check out their Kick Starter page by CLICKING HERE.
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 [email protected]
Our 2014 calendar is already 90% booked so email us today, [email protected] if you are interested in a day with Jack!
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!