LEARN TO LEVERAGE
By leverage, I don’t mean as an accountant would define it. Rather, how can I make more money with less work; how can I generate more business with less work? That should win most people over! Let me first start with a story. When I was 12 years old, I took over a newspaper route from the news carrier before me, and the route was 32 customers. After two days transfer of the route from him to me, I quickly realized that the route could be much bigger but the previous carrier had “stopped selling”, but the market for growth was surely there. I convinced the company to give me 10 free papers a day to “prospect” for new subscribers. Fast forward a year and I now had 275 customers!
While that sounds great from a financial perspective, the reality is that I was living in the Philadelphia, Pennsylvania area, where winters are cold, wet, ice and snowy. I was going to school during the day, then homework, and by the time I got to delivering the papers it was night and conditions worse. I sure liked the money, but hated the work of delivering the papers. Solution? You had to be 12 years old to have a route, so I recruited five 11 year olds and divided the route amongst them. I paid them 50/50 what the company paid me, and I did the collecting. This was key, as I never agreed to split the tips, which is where the real money in the job was. As it turned out, they di 100% of the work and I got 70% of the money. That is LEVERAGE! I went on to win Newspaper Boy of the Year, and shortly thereafter negotiated with the Company to take 5 other news carriers out on caravan for 4 hours a session at $100 flat fee.
Now, if I had remained delivering the papers, I would have eventually quit as it was not fun. And the Company would have “lost”, as they were better served with me on the “sales side” rather than the “delivering side”.
Let’s translate that to you, whether you are a CEO, Sales Manager or Sales Professional. “If you don’t have an assistant, you are an assistant”. Let’s take the role of sales- there are things that should be done in sales, but not necessarily by the sales professional. We all must be vigilant and alert to working on high payoff activities. I recommend everyone figure out their hourly pay rate, and even commission only folks have one. Just keep track of the hours you work in a month and divide that into the money you made that month, and that’s your hourly rate. Let’s say you make $50 hour and could hire a part-time assistant for $10 hour. Let’s say we employ this assistant for 10 hours a week doing things like updating our contact management system, executing our designed touch system and handling miscellaneous mailings. If we then used those 10 hours to focus on “High Payoff Activities”, we would be “net ahead” $40 hour/$400 week/$20,000 year!! Now, there is an easy way to put an additional $20k in your jeans. And, if your hourly rate is higher, the payoff just gets better and better.
Another lesson learned in the newspaper boy story is the benefit of “Modeling the Masters”. If it made sense for the newspaper company to put five carriers on caravan with the Newspaper Boy of the Year, wouldn’t the same be true to team the less productive sales team members to ride shotgun and learn from those sales performers regularly earning President Club honors?
If the concept of Leverage can be identified at the early years of newspaper delivery, surely we can figure it out in our respective business roles. Again, “If you don’t have an assistant, you are an assistant”!
HYPER SALES GROWTH
“Jack Daly is a rare gem in the business world. I have seen him transform several companies, by growing revenue, by upgrading corporate cultures, and by growing employees’ capacity to produce results. His vast knowledge and experience gives him a perspective unmatched by anyone I’ve experienced. This book is a must read if you are interested in taking your company to the next level in the most direct way possible.”
Rick Sapio, CEO of Mutual Capital Alliance.
“Jack Daly is the master sales trainer and this book gives away all of his secrets. A must-read for the professional salesperson.”
Jaynie Smith, Author of Creating Competitive Advantage and Relevant Selling, consultant and speaker.
My newly released book will be out this month. It’s 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.
We are working to get Amazon best seller status so if you have not already pre-ordered your copy, join in the fun and order from AMAZON on April 22 at 9amPST/12pmEST. We appreciate your efforts!!
JACK DALY SALES U
Online, available 24/7, almost as good as attending a live “Jack Daly” event. Most of my work on Sales, Sales Management and Culture are either contracted by companies for me to work specifically with them, or one of my Public Workshops detailed out at www.jackdaly.net. This University was specifically designed for two groups of people:
a) people who have attended my live presentations and want to bring the message to others in the company, as well as utilize the courses as continuous reinforcement in the convenience of their home or office, and
b) those who have yet to attend my live sessions but don’t want to wait for that to happen!
Jack Daly Sales University is 13 hours of the proven tools, knowledge and application to successfully sell in today’s hyper-competitive business environment. The curriculum was designed for Sales Professionals, Sales Managers and CEO’s to take their game to new levels of excellence. Learn more about the online courses with a course preview review of content, and get you and your team going!
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”.
Jack- During your talk I felt I was watching myself in 26 years time. I have two young boys, a busy career, I’m trying to fit in triathlon training which is pretty miserable on cold dark winter mornings in the UK and my wife tells me to slow down and stop doing so much. But honestly, I couldn’t be happier.
Some personal take away’s from listening to you:
Draw up a bucket list – great idea and I’m starting mine today. Iron Man is on there – hopefully
- I can tick that one off the list before I hit my 60’s but what you’re doing is amazing and I take my hat off to you for that one achievement alone.
- Successful people make things happen – I’ve struggled with a particular customer to get their engagement. On Thursday I committed to call them up and arrange coffee and LISTEN to what they had to say. When I checked my emails that night I noticed one from that particular customer asking to meet in 2 weeks time.
- Personalise your contacts. On a recent visit to Las Vegas I met two guys from a long standing customer. They both support Liverpool Football Club, but live in The Netherlands. I took a call from the ticket office at Liverpool who had some spare tickets for a mid-week game 2 weeks from now. So I sent them both an email, offered to look after them in the UK if they could cover the cost of their flights and they are both making plans to change their agendas to be there. There are no current sales opportunities with this customer, but that’s not important, as you made clear on Thursday.
I look forward to hearing you again and keep up the great work.
Kind regards
Steve
It was an wake up call seeing you at Vistage in Aston VIlla last week. Thank you for your enthusiasm, During the session break I recruited a Sales Manager, fired someone who was never going to get “it”, so I guess I drank the cool-aid.
Best wishes,
Jonnie
RECRUITING TOP SALES PERFORMERS
I hear it all the time. “I sure wish I could find a couple top sales producers”. But, when I ask for the list of who they are recruiting, the profile of what a top performer looks like in their business, and the time being invested in this key activity to generate robust growth, the answers are woefully short of the mark. “A Sales Manager’s job is NOT to grow sales, but to grow sales people, in quantity and quality”.
Last month I talked about sports teams being run better than most businesses. Think of any sports team – let’s pick college level- and think of the perennial top performing teams. They lose their best players in less than four years, but year after year we find them at the top of the standings. How do they do that? Always recruiting is the answer, as there is always room for a top performing sales professional! Here are some simple guidelines for solid recruiting:
- Have a list of at least 15 quality people.
- Open the net and look beyond your industry.
- Search to a profile of winning attributes within your experience.
- Court the people on your list at least twice monthly.
Understand “life happens” and people who have historically been happy in their industry or company will “all of a sudden” be looking to make a move. The best Sales Professionals go where they want, when they want, and they tend to go to the people who have been courting them along the way. We also encourage you to seriously consider installing a bonus program to encourage people/employees to assist in the search. Make the bonus significant, and tie it’s payout to performance.
This critical activity can be done, and it’s regularly being shown in the sports field. It’s time we ratchet up our game here. If you need additional help here, email jennifer@jackdaly.net- we stand at the ready to help.
CONTINUOUS DEVELOPMENT
My book recommendation for April is Jab, Jab,
Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk.Social media. Facebook, Instagram, Pinterest, Twitter, Tumblr, LinkedIn, YouTube…and the list goes on. There are businesses and sales professionals that have jumped on and are generating significant sales and stronger personal relationships with their clients. Yet, most are woefully short of the mark, and in fact, absent for most! Gary is viewed as one of the social media’s top experts, and his first two books spent most of their time encouraging us to “get in the game”. I really liked this one, because he details out with specifics for a variety of sites, the exact “how’s” of telling your brand’s story. It’s not about banging people over the head with getting them to “buy” but rather “jabs” aimed at building a relationship with viewers. Then, the occasional “right hook” can be effective.
Each chapter focuses on a separate social media platform, and the case studies at the end of each chapter are superb. Gary is a pure entrepreneur, growing his family’s wine business from $3 to $45 million in just a few years by launching www.WineLibrary.com, one of America’s first wine websites. This is quick, fun and written from a guy who “gets it”.
Here’s just a few teases:
- Advice for making great content:
- Make it simple
- Make it memorable
- Make it inviting to look at
- Make it fun to read
Your story needs to move people’s spirits and build their goodwill, so that when you finally do ask them to buy from you, they feel like you’ve given them so much it would be almost rude to refuse.
Every year, the world becomes a little smaller, a little more social, a little more connected. Creating content that allows us to share our experiences, thoughts, and ideas in real time is becoming an intrinsic part of life in the twenty-first century (in fact, it’s getting to the point that we’re making a statement when we don’t share or choose not to connect)….Whatever isn’t a social experience now soon will be.
My business continues to get busier and busier. More and more, interest is being stirred by various social media platforms. If you are not interacting with me on the various mediums, I know you are missing out. For example, subscribing to me on YouTube will provide you with 2-3 minute videos from around the world, with business building ideas and inspiring stories as well. Our levels of followers on all mediums have scaled by the 100’s of percents since we engaged Darlene Kirk and her team at www.kirksglobalcompass.com. Rather than approach social media in a vacuum, Darlene’s team orchestrates a total marketing concept, leveraging all to increased business. We are serious about the social media opportunities: for our business and yours. Time to take action!
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!
- April 22 — Boston, MA
- June 17 — Ft. Lauderdale, FL
- July 11 — Philadelphia, PA
- July 29 — New York, NY
- July 29 — New York, NY
- July 30 — New York, NY
- July 31 — New York, NY
Click here to see the full 2014 schedule……
JUST ADDED
AUSTRALIA MANAGEMENT/CULTURE WORKSHOPS
- Wednesday 28 May-Brisbane
- Thursday 29 May- Sydney
Check out the video below for Management/Culture content:
LEVERAGE SALES COACH
The key to leveraging consistent sales growth is by growing your sales leadership.
Effective sales managers focus on developing their People, Processes and Plans. They know the secret to producing consistently larger results depends on growing their sales team in Quality and Quantity.
Are you on the right track to achieve your revenue goals? Could you use some help to check the drivers of your sales plan?
We can help you get sales right.
- The Right People, the Right Processes, and the Right Plan
- Grow results the Jack Daly Way
- Systems, processes, tools and practice
Leverage Sales Coach can create a customized coaching plan focused to achieve your sales goals. Grow your leaders. Grow your sales team. Multiply your profits.
1. Assessment & Strategy
2. Skill Development
3. Action Game Plan
4. Accountability to Action
Contact me today to get some free tools that will help you get started.
- Complimentary 45-minute Strategic Planning Call with your leadership team. Let’s discuss your sales challenges and learn more about Jack’s proven action strategies to improve your results.
- 10 Questions to EVALUATE Your Sales Plan – Sales performance, Management effectiveness, right people, and competition.
Contact Chris “CJ” Jannuzzi, (949) 725-3404
CJ@jackdaly.net or visit http://LeverageSalesMgmt.com/.
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
- Apr- Las Vegas, Boston, Wichita, Los Angeles, Ft Lauderdale, Virginia Beach, Toronto and NYC .
- May- Miami, Cleveland, St. Louis, Birmingham, Indianapolis, NYC, Washington DC, Brisbane and Sydney.
- June- Brisbane, Philly, Ft. Lauderdale, Chicago, Baltimore, St. Louis, Atlantic City and Los Angeles.
Our 2014 calendar is already 80% booked so email us today, jennifer@jackdaly.net if you are
interested in a day with Jack!!
