MAKING GOALS HAPPEN!
It only makes sense each year to begin this newsletter with a reminder on setting and making your goals. I followed a process that I began 50 years ago, along the way dressing it up with enhanced improvements. By visiting our website at www.jackdaly.net, you can see what I’m tackling this year, as well as a Review of what was accomplished in 2013. It’s an ambitious list, but then so was 2013, and it all pretty much got accomplished…primarily due to following a specific “process”. Here’s the four part process:a) putting the goals in writing; b) a written plan of specific activities needed to achieve the plan; c) a system of measurement and, d) a system of accountability. By this time, most of those “New Year Resolutions” have been forgotten, and will not make it to reality. The reason is the lack of a defined process. Once I’ve assembled my Goals in writing for the year, I distribute them to five people I call my Board of Directors of my life, asking that 4-5 times a year they bring the hard copy of the goals to lunch and we review status line-by-line to ensure I am making headway. Typically there isn’t a month that goes by where at least one of them is not holding me accountable. I keep a daily log in a calendar type format of what activities I actually performed that day, then summarize by month and quarter, followed up by a quarterly report to my Board of Directors as to any variances and actions to get moving in the right direction where needed. While this all sounds somewhat complex, once the goals are set, I spend less than 10 minutes a day on this process which has proven its success over the years. Try it, and make 2014 your best year ever!
PHOTO A DAY-Five years ago I implemented a unique and fun exercise which translated in improving my performance and accomplishing several “Bucket List” items which likely would still be waiting. I decided to produce a coffee table type photo book (self-produced on www.shutterfly.com) by taking a photo for each day of the year. Knowing the book was going to be made, I raised the bar of additional goals for that year, so the book would be that much more impressive. As well, I went to bed each night and woke up each morning thinking of what would be the days photo, as I didn’t want a book of hundreds of photos of me sitting at a desk or computer! The book, and more importantly, the year, turned out to be one of my best ever. So, I’ve decided to give it another GO this year, and already I’ve seen my goals enhanced, my year planned and my photos this month reflecting an awesome year. Have some fun and give this a GO!
CHRISTINE COMAFORD ADDED TO OUR SUMMITS
I sure am excited to announce this news. Our traditional two day Sales & Sales Management Summits have now become three day events, and we are having three of them this year in San Diego, New York and Chicago. You can attend any one day, or combination of the three. Christine is a world recognized, proven super star, NY Times best-selling author several times over, and with an energy level that challenges mine! I encourage you to check her out on our websiteor web search this superstar that will add value whether you be a business owner, Sales Manager of Sales Professional. Check her out, register for a Summit, and we will both see you there!
EDUCATIONAL OPPORTUNITIES
Here’s a look at our upcoming Sales Workshops, and click on my video 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!
**Of special note is our decision to return to both the UK in April and Australia in May/June with the Workshops that were first time delivered in 2013. The groups were loaded up with street proven systems & processes, and special requested that we return so their companies could send more folks in 2014.
- January 17 — Salt Lake City, UT
- February 17 — Birmingham, AL
- February 27 — West Lake Village, CA
- March 3 — Monterey, CA
- March 18 — San Diego, CA 3 Day Sales & Management Success Summit
- March 18 — San Diego, CA Management Success Summit
- March 19 — San Diego, CA The Neuroscience of Influence – Full Day Workshop with Christine Comaford
- March 20 — San Diego, CA Sales Success Summit
- April 11 — Ft. Lauderdale, FL
- April 22 — Boston, MA
- June 25 — Raleigh, NC
Click here to see the full 2014 schedule……
YouTube Video
CONTINUOUS IMPROVEMENT
LEAN IN: Women, Work, and the Will to Lead by Sheryl Sandberg. In a word, WOW! Shame on me to have put off reading this best seller on all lists of that sort. I bought it immediately on its release and delayed the read by a year, thinking it was a book more for women than men- big mistake, and a bit of anecdotal evidence of some of what Sheryl is communicating! Sure, there are several messages that the business community has several biases in front of women, which results in missing out on significant opportunities for business and the marketplace. Additionally, Sheryl makes the argument as well, that women are being held back from opportunities due to their own behavior (or lack of it). But what I missed until I read Lean In, was how directly applicable her message is to everyone, male and female, not just in business but in life overall. Her observations are crystal clear, simply stated without being “preachy”, and any reader will be enriched for their time with significant action items that will truly enhance their life. Here’s a sampling:
- Career progression often depends upon taking risks and advocating for oneself.
- Fear is at the root of so many of the barriers…Fear of not being liked, Fear of making the wrong choice. Fear of drawing negative attention. Fear of overreaching. Fear of being judged. Fear of failure.
- Feeling confident-or pretending that you feel confident-is necessary to reach for opportunities. It’s a cliché, but opportunities are rarely offered; they’re seized.
- Given how fast the world moves today, grabbing opportunities is more important than ever. Few managers have the time to carefully consider all the applicants for a job, much less convince more reticent to apply. And increasingly, opportunities are not well defined but, instead, come from someone jumping in to do something.
- Less than six months after I started at Facebook, Mark and I sat down for my first formal review. One of the things he told me was that my desire to be liked by everyone would hold me back. He said that when you want to change things, you can’t please everyone. If you do please everyone, you aren’t making enough progress. Mark was right.
- The most common metaphor for careers is a ladder, but this concept no longer applies to most workers. As of 2010, the average American had eleven jobs from the ages of eighteen to forty-six alone. This means that the days of joining an organization and staying there to climb that one ladder are long gone. Lori often quotes Patti Sellers, who conceived a much better metaphor: “Careers are a jungle gym, not a ladder.”
- And I will make this the last gem, enticing you to read the book and “Lean In”: “If you’re offered a seat on a rocket ship, you don’t ask what seat. You just get on.”
WHERE IS “YOUR” PLAYBOOK?
The NFL playoff season is in full swing, and I keep looking over at the sideline, and see the Head Coach and Offensive Line Coach holding up their Playbook over their lips so the opposing team can’t read their lips. This Playbook is constructed each week, specifically for that week’s opponent. All during the prior week, the players and coaches studied game film and practiced that specific playbook. The players trained all week, and the coaches held them accountable. Let’s return to our sales world now. Where is the Playbook for this weeks “opponent”? Have the sales people been practicing what’s in that playbook? Have the Sales Managers been coaching the sales people on that playbook? It’s time for our businesses to not be outplayed by sports teams- not only at the pro level, but at university and high school levels! Design your plan, practice and train that plan, and begin to “own” your market!
POWER OF VIDEO
I’ve spoken of this previously, but what action have you taken in your businesses? How are you leveraging this powerful tool? I suggest you subscribe to my YouTube videos (free!) and benefit regularly from my 2-4 minute video clips of ideas shot around the world of ideas to better build your business.
As well, check out a recent clip carried on several cable stations of me on Joe Namath’s show Competitive Advantage. The sales world is forever changing. Are you keeping up?
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 emailjennifer@jackdaly.net
- Feb- NYC, Houston, Victoria, Ft. Lauderdale, Birmingham, Las Vegas, Seattle.
- Mar-Chicago, Columbus, Orlando, Belfast, London, San Diego, Ft Myers, Cabo.
- Apr- Austin, Boston, Ft Lauderdale, London, Belfast, Orlando, Toronto, NYC, Bermuda.
Our 2014 calendar is already 80% booked so call us today, 888-298-6868
888-298-6868 , or email jennifer@jackdaly.net if you are
interested in a day with Jack!!
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. You can read all about the details at http://jackdalysalesu.com. This Sales U is a great follow-up to those attending our live Workshops and Summits, as well as an alternative way of getting the winning strategies and tactics without attending the live sessions. Take a look and enroll today for your one year membership!
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.
- The Right People, the Right Systems, and the Right Leadership
- Grow results by Jack Daly design
- The Jack Daly Way
“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.”
- Assessment & Strategy
- Skill Development
- Action Game Plan
- Accountability to Action
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.
- Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and learn about Jack’s proven action strategies to improve your sales results.
- 10 Questions to EVALUATE Your Sales Plan – Sales performance, Management effectiveness, right people, and competition.
Contact CJ@jackdaly.net, call 888-298-6868, 888-298-6868 or visit http://LeverageSalesMgmt.com/.
