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SETTING NEW SALES RECORDS IS A BIT LIKE POSTING A PR IN A MARATHON

At midyear I always find it worth taking a “pause for reflection” on how I’m doing relative to my plans for the year. How has your level of sales production gone? Meeting plan, beating plan, or otherwise? Here’s a thought on how to get your sales numbers moving positively for the balance of the year.

As most of you know, I regularly run marathons (57 and counting!). Whenever I have a marathon coming up on my schedule, I’m always intimidated with the thought of running 26.2 miles (42K). Now, the thought of going out and running a single mile is not intimidating at all. In fact, if someone where with me and at the end of running that first mile if I was asked to go another mile, heck yeah! At the end of the second mile, I could handle the thought of going one more. In fact, the idea of running a mile 26 times actually doesn’t sound too bad! But, the thought straight up of tackling a full 26.2, forget about it! Let’s take it back to our Sales Targets. I suggest you take the balance of your sales targets for the year and break it down into months. Then, break each month into weeks. Once you have your wee number, I will make that equivalent to getting the marathon into mile bites. Now, back into the specific activities that will be needed each week to hit those sales numbers: # outbound calls to make; # inbound calls to take; # face to face appointments; # networking events; # personal marketing initiatives; etc. If you identify and focus on the weekly and daily activities, I’m convinced you will “medal” in your Sales Race!

UPCOMING RACES – Since several people have expressed an interest in possibly linking up for a possible race, here’s a look on the near horizon. If you have an interest, email [email protected] for details and maybe we can take one down together, as I pursue a Marathon in all 50 states!

• 6/15 Rim to Rim Grand Canyon with lifelong friend
• 6/22 Marathon in Michigan
• 7/14 Marathon in Montana
• 8/17 Marathon in Wyoming

Educational Opportunities -Here’s a look at my upcoming Workshops:

• July 26 — Boca Raton, FL
• August 6 — Atlanta, GA
• August 8 — Chicago, IL
• August 8 — Chicago, IL
• August 9 — Chicago, IL
• August 13 — Rochester, NY
• September 5 — Las Vegas, NV
• September 18 — Melbourne, Australia
• September 20 — Sydney, Australia
• October 25 — San Francisco, CA

Click here to see the full 2013 schedule……

LEVERAGE VIA CENTERS OF INFLUENCE

Most every business has them, yet so often Sales People overlook this potential gold mine of business production. To me, leverage is how to generate more business with less work. Let’s do this by way of a story, and while reading the story here, think about who your Centers of Influence are!

Imagine being the owner of a bike shop. How do you plan on generating customers? You could lease expensive store space in a place with high traffic; you could buy expensive advertising; you could spend time away from the store stirring up interest in the community… Or, you could identify 10 or so top swim coaches in your area; 10 top fitness trainers; ten bike coaches; ten nutritionists. Now, those 40 or so Centers of Influence may never need to buy a bike from you for their personal use, but could send you a steady stream of business based on helping with their client’s needs. Now, that’s nurturing 40 relationships versus thousands and getting the thousands to somehow learn of your existence! I think about how and where I bought my bike for the triathlon sport, and it went down just as described above- through a Center of Influence! Find who your Leverage Centers of Influence are, nurture those relationships, and watch your business grow, with less work while generating more business!

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]

• June- Boca Raton, Chicago, Oakland, Hawaii & Charlesvoix
• July- Charlottesville, Chicago, Philadelphia, Rochester, Sun Vally, Boca Raton & Missoula
• Aug- Atlanta, Philadelphia, Chicago, Rochester, Greenriver, Las Vegas & San Francisco
• September- Adelaide, Sydney, Perth, Melbourne & Auckland.

CONTINUOUS IMPROVEMENT

THE BUSINESS OF BELIEF is a short book out of my norm for this recommendation, but could be one of my better recs! Here’s what Tom Peters had to say –“earns the word profound-every sentence should be savored.” Seth Godin says- “A little book with a big idea.”

I read this book about 30 days ago, and I’ve been back to my notes no less than 10 separate times since. When it comes to “sales” we have to earn our prospect’s “belief” in our product or service. This gem of a book wrestles down what drives people to do what they do and how behavior can be changed by focusing on belief. The amount of new ideas and new thinking about your markets and your products/services will be astounding once you read this beauty of a book. A few of my favorite “bits”:

• “although your thinking mind is skilled at estimating and comparing options, your feeling mind is the crew chief.”

• “APPLE recovered from near death in 1997. It’s now one of the most valuable companies on Earth. Because Steve Jobs made it easy for everyone to believe.”

• “There’s an old Hasidic saying, ‘The man who has confidence in himself gains the confidence of others.’ That’s true, but only if he’s willing to express that confidence with boldness, with passion.”

• “W. Edwards Deming wrote, ’If you can’t describe what you are doing as a process, you don’t know what you are doing.”

• “The great systems theorist and designer Buckminster Fuller put it this way. ‘You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete.’ To change your beliefs, change your behavior.”

Take a couple hours and read this book. It will make you think, and thinking will lead you to leveraging the growth of your business!

POWER OF VIDEO

Consistent with the above, we encourage you to become a follower of Jack Daly on YouTube and “Like” our page on Facebook. Watch and learn as I weaves my way through the world with video camera in hand, and deliver business building ideas in short videos for you to capitalize upon like this one:

WEBCAST ARCHIVES

Over the past 3 years I’ve produced about 18 one hour webcasts covering a myriad of topics. They each have been archived along with 5 training support tools and can be found here. Whether you are a Sales Manager or Sales Professional, these one hour sessions are packed with sales growth and money making ideas. Many of our clients use them as a team watch activity, then develop a game plan for each sales professional to take action.

Here’s just a sample of topics, all of which and more can be found on our website:

• BEATING CALL RELUCTANCE AND GETTING THRU THE GATEKEEPER
• RECRUITING TOP SALES TALENT
• HOW TO LEVERAGE THE INTERNET TO SELL MORE
• COMPENSATION, REWARDS AND RECOGNITION FOR SALES PEOPLE
• WINNING CULTURE BY DESIGN

The investment?

1 webcast       $99

2-6                 $79 each

7-10               $59 each

11+                $49 each

One idea, one action, and your time and money have been leveraged! www.jackdaly.net TAKE ACTION!

THE MAGIC OF 80/20

80/20 is a principle we are all familiar with, however, we are unaware of the problems it creates in our businesses, and more importantly, the opportunities it affords. We know there is a disproportionate amount of revenues that come from a relatively few number of customers…there is an even moredisproportionate amount of profits that come from these few customers. Our people are working every day on things that are of absolutely no value to our customers…they don’t care.

Peter Philippi is someone worth meeting, he is the CEO of Strategex, a company that has assembled a team of Experts, that use time tested tools, to deliver record levels of profitability and growth…every time, all the time. The process typically becomes self-funding after 4-6 months of implementation and delivers a handsome return within the first 12 months. They have worked with hundreds of companies with the same results.

I first heard Peter at a CEO event at MIT and was deeply impressed with the practical nature of their approach and the formidable results they help their clients achieve. Strategex exploits the 80/20 Principle to a level I had not envisioned before. Emial [email protected] for an introduction.

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,

I thought I’d circle back to this and let you know that I’ve put several action items in place already based on our workshop.  So hopefully I can help boost (or at least maintain) that 30%.

What you said about trading off the important for the urgent has resonated.  I see it all across the sales team, and it’s a habit I’m diligently trying to get people to break.  Keeping busy is not necessarily the same as being productive, and sometimes people lose sight of that.

Anyhow, thought I’d let you know that I definitely took some good stuff away from our meeting.  I have my top 5 list of action items as a starting point and have our Managing Director keeping me on task.

Thanks much,

Jamie

Hi Jack

I greatly enjoyed your presentation today in Atlanta.  Have gone over the notes with my assistant so she can help me focus on the key priorities we want to pursue, have determined my annual revenue goal (and written it down) and established what that translates to in terms of client billable hours per week – very helpful!  Am committed to ensuring I engage in business development with the CORRECT centers of influence (and have tasked my assistant to do some digging to better refine the list we do have) – so that I allocate the limited time I have to the right kind of activities.

Best regards

Stephanie

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 to grow results by Jack Daly design

Leverage Sales Coaching delivers a customized coaching action plan focused on achieving your sales goals by helping you develop stronger sales leadership:

• 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.

• 10 Questions to EVALUATE Your Sales Plan – Sales performance, mgmt effectiveness, right people, and competition

• Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and Jack’s proven action strategies to improve your sales results.

Contact Dan Larson at [email protected], call (916) 972-1292 or visit http://LeverageSalesMgmt.com/.

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