HAPPY HOLIDAYS!
Warm wishes from all of us at Professional Sales Coach to you and yours this holiday season. We hope your year has been prosperous and that 2013 brings many good tidings!
Cheers,
Jack, Jennifer & Adam
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 end of the year (Dec 31), it’s yours for $995. Just call or email jennifer@jackdaly net, 888-298-6868 and ask for the Newsletter Daly Double special…and take your business on a rocket ride!
RIP Zig Ziglar. November 28, 2012
at the age of 86, the world lost the consummate motivational speaker and all time sales guru. I was fortunate to hear Zig speak on a number of occasions, and found him to be both authentic and spot on with his life philosophies. Here are a few of my favorites:
- If you can dream it, then you can achieve it. You will get all you want in life if you help enough other people get what they want.
- Your attitude, not your aptitude, will determine your altitude.
- It was character that got us out of bed, commitment that moved us into action, and discipline that enabled us to follow through.
- It’s not what you’ve got, it’s what you use that makes a difference.
- Expect the best. Prepare for the worst. Capitalize on what comes.
- A goal properly set is halfway reached.
- You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.
- People don’t buy for logical reasons. They buy for emotional reasons.
- If you don’t see yourself as a winner, then you cannot perform as a winner.
- You cannot tailor-make the situations in life but you can tailor-make the attitudes to fit those situations.
- I’ve always taught that a poor economy is the best opportunity for salespeople because the naysayers and grumblers have already given up, leaving more territory, more opportunities to be successful than in a good economy when virtually all salespeople are out there, giving it their best.
IN THE NEWS
Leader of the Crimson Tide, by Brian O’Keefe in Fortune September 2012. Okay, I’ve now waited until the end of the regular college football season to tout this exceptional article on Leadership and how to get the best from your team. It’s not my solicitation of the “for/against football fans” to weigh in, just look for the indisputable take-aways from a Leader who delivers consistent top results. A few of my favorites- “You’ve got to have a vision. You’ve got to have a plan to implement it. Then you’ve got to set the example, develop the principles and values that are important, and get people to buy into it.” (see separate article in this issue on our outsourced Leverage Sales Management Coaching services-uncanny consistency). What really separates Saban from the crowd is his organizational modus operandi. In Tuscaloosa they call it the Process. He has a plan for everything. He has a detailed program for his players to follow, keeps his players and coaches focused on execution-yet another word for process-rather than results. In other words, he micromanages-but with a purpose. He sets expectations so that everyone understands what he wants, and then he can pull back. More great stuff here, check it out!
Pinterest- here’s what Fortune had to say- over time, Pinterest has the potential to translate more quickly to sales dollars than other social-networking sites. Since inception, the site has added an estimated 40% to 50% more subscribers each month. Earlier this year Pinterest drove more traffic to websites than Twitter, Google+, LinkedIn, and YouTube combined. And, according to FastCompany, the average order value when a eser follows through on a purchase from a product seen on social media looked like this: Twitter-$68.78. Facebook-$80.22. Pinterest-$179.36. The world of commerce is changing. Are you and your sales force?
Richard Branson. “One of the best bits of advice I can give other leaders is to try and put yourself out of business. Try and find people to take over 99 percent of what you do, which will then free you up to think about the bigger picture.” What did your last 60 days look like as compared with what Sir Branson’s did? I find too many leaders too involved in the weeds of their business. Think “leverage”!
Jog for Life. From Success Magazine comes this great takeaway- Results from a recent heart study have proved that joggers live longer- UP TO SIX YEARS LONGER-than non joggers. The study, which included more than 20,000 people over a 35-year span, showed that the risk of death was reduced by 44 percent for joggers. Let’s get out there and live longer!
Sinning or Sales Leadership?
If your sales results are less than desired, reality-check your sales leadership. The single biggest “flattener” of growing your results is Sales Mgmt sinning, aka ineffective leadership. In my live sessions, I talk about the 3 Sins of Sales Mgmt:
Sin/Problem
- CEO = Sales Mgr/Part-time sales leadership.
- Best Seller = Sales Mgr/Often lacks the mgmt skills required.
- Best Seller = Sales Mgr + Selling/Lack mgmt skills AND competes w/ the sales team
Do you really want to grow part-time? Are you lacking the skills to grow & develop your team? Worse, is your sales mgmt competing with the sales team you’re trying to motivate? The effect of any of the Sins is significantly stunted sales growth. Think of what substandard sales leadership may be costing you in lost sales, missed opportunities and a less than motivated sales team.
Want some help?
For a limited time, get a free Sales Leadership Strategy Session with Dan Larson. In a 45-minute call, he’ll help you identify the cause and effect your current sales mgmt situation, with ideas, action strategies and options for how to fix it.
First action is rewarded. These calls are limited to only the first seven people due to Dan’s time available. Contact Dan to get it on the calendar and get things moving. Dan Larson at[email protected] or (916) 972-1292 direct.
Educational Opportunities
In order for our readers to plan out their professional development plans, here is a look at our projected schedule through year-end 2013 of our Sales and Sales Management Workshops:
Click here to see the full 2013 Schedule… Register Today!
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]
- January- Houston, Birmingham, Nashville, Mexico City, Las Vegas, Los Angeles and London
- February-London, Charleston, Chicago, Indianapolis, Las Vegas, Orlando and Los Angeles.
- March- Edmonton, Chicago, Indianapolis and Cabo San Lucas.
PIPELINE REVIEW
Here’s my advice to better set up your beginning of 2013 with record sales. The Sales Manager should sit one-on-one with each sales person for an intensive review of the pipeline and identify where the sales for the first 2-3 months will be coming from. This review will identify this business on a customer by customer basis, and include business from new customers as well as business from existing customers. I would expect this review to include the question “What stands in the way….?” Being asked on almost every account reviewed, as in “What stands in the way of increasing this business by ‘X’ %?” Such an intensive review during the month of December, coupled with scheduled visits with the sales people on top opportunity accounts by the Sales Manager, will result in a terrific start to the new year. Let’s get focused and make great things happen!
