Building a World Class Sales Organization
Oct 19, 2023Thank you to everyone who help me achieve Amazon #1 Bestseller status last month in 7 countries. Your support meant so much to me and I am looking forward to the growth and success you will experience after reading the book. Good stuff here!!
If you have not yet purchased a copy of Hyper Sales Growth, it is an “all inclusive” guide to Sales, Sales Management and Culture. Click here and in my own voice I will tell you more about the contents. The systems & processes work, as evidenced by my many clients who have achieved INC. 500 recognition and E & Y Entrepreneur of the Year honors. I hope you decide to purchase a copy today.
TOUCH SYSTEM
I hear it so often, how hard it is to prospect. Let’s take a look at a fresh approach that will differentiate you from the competition. First order of business is to recognize that people don’t want to be sold, so quit selling. Change your sales role to that of more of a “partner”, where you are attempting to help your prospects with their needs, opportunities or problems. Once discovered, the solution at first might not even be your product or service. Don’t hesitate to refer the business elsewhere, thereby laying a foundation of trust. With a trust foundation, you have increased the likelihood that when a need presents itself, you will be in play.
The next concept isn’t patience but persistence. View the selling process as more of a courting process. All too often the sales call on a prospect is rushing to a finish line, which frequently is not in order (if the buying signals are there, by all means, sell!). We recommend a Touch System, which includes four databases: Prospects, Customers, Clients and Centers of Influence. Be imaginative with the mediums you utilize for your touches: Personal visit, phone call, email, voice mail, snail mail and social media. The key with any touch system is not only to mix up the medium, but also the content. Too often the sales person is touching with more and more about their company and/or their products/services. While this can certainly be a component, most often the info is available online and comes off as “just selling”. Mix it up with info and ideas from their industry that could help them in some way. As well, general info and ideas, gleaned from magazines, blogs and books. Touch them with things you know about them personally, like sports and activities that they have indicated interest in. I rarely run into people who don’t enjoy having fun, so throw that occasionally in the mix.
Build a system of what and when, then decide the various frequencies. Some might merit some type of touch daily, some weekly, some monthly and some quarterly. Once the system and process has been established, the implementation can very often be delegated to an assistant, as was pointed out in a previous newsletter issue, so you the sales person can stay focused on the High Payoff Activities. Go get ‘em!
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”.
Thanks for great day. We have received a lot of positive feedback from our clients and prospects.The following is a summary of my closing comments to the group:
“Oakworth Capital Bank’s core purpose is to help people succeed. We hope that this session with Jack Daly is a tangible example to you of how we invest our client relationships. As Jack communicated, it is best to invest in the client and not the sale.
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.”
Thanks again Jack. I look forward to talking soon.
Forest
Hi Jack- Forgot to mention, I went to pitch to IKEA last week (£2 Million deal), the day before the pitch I checked my contact’s Linked In page. It was his birthday on the day of the pitch…………so I took him a birthday cake, we’ve been shortlisted from 6 to 2 and he’s coming to the races with me on Saturday to watch the Grand National………..
I’d like to think it was the great pitch we did mainly, but the cake sure helped!!
Thanks again
Andy
CONTINUOUS DEVELOPMENT
My book recommendation this month is HIRE RIGHT, HIGHER PROFITS by Lee Salz. What a great follow up to my article in last month’s newsletter about recruiting! Lee and I met some 10+ years ago when he was running a significant sized sales force for a client of mine. Our beliefs about building and running a sales team with systems and processes are in such parallel it is sometimes scary! What I like most about his book is his straight forward approach, right from the beginning. No theory here, just plain old basics, with so many immediate takeaways to not only recruit top producers, but get them producing quicker than your competition. My good friend Jeff Gitomer had this to say: “The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it’s an imperative!”. So, I’m not alone in suggesting you devour this book if you are serious about growing your revenues, since growing your revenues comes as a result of growing your sales force in quantity and quality! Lee provides a step-by-step methodology to identify the proper candidates, evaluate the fit, and get them producing quickly. Maybe best of all is the fact that the book is a fast, easy read – get it now and grow your revenues!
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……
Australia Management & Culture Workshop this month, register today!
YOUR WINNING CULTURE – Here’s another lament I often hear:” How can I better motivate my salespeople?” My question back is what are you doing as a business owner/leader to warrant such salespeople behavior? All too often, this important and critical area is neglected, as we rush to the urgent at the expense of the important. I’ve spoken and written on this topic a number of times, so this will be short and to the point. Get the culture right, and everything else in the company becomes easier; ignore the culture, and everything becomes a chore. What actions (systems & processes) have you implemented in 2014 to ensure a winning culture? Here are four foundational blocks that should be addressed: a) recognition systems; b) communication systems; c) personal and professional development processes; and d) empowerment processes. Invest the time and effort here, and watch your people voluntarily go above and beyond.
JACK DALY SALES U
Exciting stuff. I just finished up video recording 14 hours of material on Creating a Winning Culture, Proactive Sales Management and Smart Selling. The Jack Daly’s Sales U™ curriculum was designed to provide Entrepreneurs & CEOs, sales managers, and sales professionals the tools, knowledge, and application to successfuly sell in today’s hyper-competitive business environment. When you complete the curriculum, you will have the tools and knowledge to grow the sales of your business, grow the sales organization of your business in quantity and quality, and effectively build a culture that attracts A-players.
Take a look and enroll today for your one year membership!
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!
