Building a World Class Sales Organization
Oct 19, 2023That’s the title of my new release book that is “all-inclusive” guide to Sales, Sales Management and Culture. It’s all in there, and it’s filled with street-proven, easily implementable systems and processes that when implemented will increase your top line, your bottom line and your personal income!
Here’s what a few have said about this guide to sales and personal success:
Click here and in my own voice I will tell you more about the contents. I have clients that have grown by 24,000% in the past five years by implementing what’s in this book, enabling a ranking of #3 on the Inc. 500. This stuff works!
Here’s how to PREORDER today, for release this quarter.
Remember, the key is to “take action”. The systems and processes work, but only if you “take action”!
PLAYBOOK #2 – In last month’s newsletter I spoke about the importance of a Playbook to any sports team interested in “winning”, and getting the players to peak performance. The playbook is in effect the systems & processes for success. The playbook is designed to produce consistency of play on the court/field of play. Last month I spoke about this when it came to selling; now, let me talk about something similar when it comes to building a winning CULTURE.
We have documented evidence that companies who design their cultures, build in systems & processes to ensure consistent application, and a methodology to inspect what they expect are outperforming the competition in terms of revenue growth, profit growth and overall valuation of the company of a magnitude that is mind-boggling. It’s time to build your “Culture Playbook”. It’s time to get everyone on the “same page”. It’s time to have each of our business locations behaving and performing consistently with regard to delivering results for their clients.
Here are four critical areas to be addressed in building your Culture Playbook:
Get these right, and everything else in your company will be easier. Without them, everything that goes on in our companies will be harder. Whenever we get winning teams together, whether in sports or business, we hear the word “family” mentioned often. It’s rare we hear about the winning differentials being the “x’s and o’s”, and more about the “culture”. We want to design a winning culture where people don’t feel they “have to” go to work, but rather they “get to” go to work at the Company. Do this, and you will realize a competitive advantage. If you look at the four cornerstones I’ve identified re a winning culture, notice that you can have a company and not address any of these. Your company won’t perform very well, but you can ignore them at your peril. They are not urgent. I’m fond of saying, “people and companies tend to under perform to their capabilities, because they rush to the urgent, at the expense of the important. These four foundations are not urgent, but massively important.
The Leadership Team needs to assemble their Culture Playbook, and create that winning environment we all desire. Take care of the people in your company, and they will take care of the rest!
SAN DIEGO SALES MANAGEMENT SUMMIT
Coming soon, March 18-20. We only deliver these three times a year in the USA, and this is our first this year. I’m really excited to add Christine Comaford to the lineup and expand this traditional 2 day event into 3 days. Christine not only has an energy level that challenges mine, but on top of that is a multiple time New York Times best-selling author, as well as previous advisor to the President of the USA.
The key to growing a company (as in growing the revenues), is to grow your sales team in quantity and quality. This is the key role of the Sales Manager- A Sales Manager’s job is NOT to grow sales, but to grow sales people in quantity and quality. This Summit is where we teach the proven systems & processes to do just that.
Visit our website at www.jackdaly.net and while there, register while seats are still available. Register for any combo of days you would like, but the best approach is to spend all three days with us. Christine and I promise you will return with the winning Playbook. Here are the other two scheduled Sales Management Summits: New York-July 29-31 and Chicago Sept 3-5
EDUCATIONAL OPPORTUNITIES
Here’s a look at our upcoming Sales Workshops, and click on the video below to hear more regarding the content of the day. On a scale of 1-10, these Workshops are garnering average grades of 9.6 and higher, with participants coming back annually and recording mind boggling increases in their sales results!
Click here to see the full 2014 schedule……
Sales Management Workshop Video
SUPER BOWL 2014 – Congrats to the Seattle Seahawks on their impressive victory. Super Bowl Forty-eight was indeed special for me, as it was my first ever to attend live- a rightful Bucket List item for everyone, regardless of whether you follow the sport, or who the teams are playing. It is indeed quite a production, and the excitement throughout is like few I’ve ever experienced.
There certainly were plenty of lessons to pull out that were applicable to all of us. The NFL has certainly got the pulse on creating a Winning Culture, and the fans are rabid, regardless of their team’s performance on the field. This Culture Playbook is by design and only grows in profitability. As well, the meticulous planning surrounding such a spectacle was very much in evidence. The NFL has done it’s homework, and the preparation made for a winning event by all who attended or watched. More businesses could benefit from such a penchant for planning and preparation. At the risk of annoying the Denver fans, it was clear early on that the Seattle Playbook and Preparation far exceeded that of Denver. And, it was significantly different than the Playbook they used two weeks earlier to win their Conference! There is no reason that sports teams should be better prepared for their “marketplace” than our businesses are for our “marketplace”. How prepared are your Sales people? How prepared are your Customer Service people? How prepared are your Operations people? How practiced are they? How often have they practiced? Is it consistent and regular? Is it scheduled?
Time for us all to step up our game! Here are a few fun photos from my time at the game…what a treat, including spending quality time before the game with Peyton’s Dad, Archie Manning. Build your Game plan and prepare your Bucket List!
JACK DALY SALES U
Imagine having a sales coach available any time of day or night to provide you with out-of-the-box, exciting new ideas on how to make your company more profitable, and have more fun doing it!
I am extremely proud to unveil the online Jack Daly Sales University. This curriculum was designed to provide Entrepreneurs & CEOs, sales managers, and sales professionals the proven tools, knowledge, and application to successfully sell in today’s hyper-competitive business environment.
Jack Daly’s Sales U 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. You’ll be able to revisit the value-packed material I present every day if you’d like! Best of all, this material can be a part of your sales training meetings… anytime, anyplace.
If you are interested in learning more about the online courses offered, you can preview the courses, find out more about content, and purchase when ready.
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 attended a presentation you made at my first TEC/Vistage meeting probably 12 years ago or more.
To this day, I have used your suggestion of carrying a banker bag stocked with thank you notes, stamps & pen.
I can’t begin to tell you what an impact this has had on the relationship I have developed with prospects, clients, partners, co-workers, friends and family.
Thank you for sharing this with me and others.
Have a great 2014!
Jeff Purdue
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 80% booked so call us today, 888-298-6868888-298-6868, or email [email protected] if you are
interested in a day with Jack!!
LEVERAGE SALES COACH
The price you pay for any of the 3 Sins is stunted sales growth.
Do you have a sales force delivering flat sales results or less than you need? We help you fix that.
We help you get sales right.
“Leverage Sales Coach delivers a customized coaching action plan focused on achieving higher sales goals for your business by developing strong sales leadership. Sales Leadership grows your team. Your team grows results.”
Contact me today to get some free tools to help you get started. Or I’ll put you in touch with one of our coaching professionals.
Contact [email protected] or visit http://LeverageSalesMgmt.com/.
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!
