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Taking Action with Jack Daly ( October 2018 Vol.2 )

Oct 31, 2018
Newsletter

 

I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line……

What’s the Secret to Becoming a Leader? Stop Being a Boss. by Peter Daisyme

Striving to become a legendary leader? Ditch those management habits — fast — and focus on the bigger picture..

Although the difference between managers and leaders appears almost nitpicky at face value, it’s actually quite distinct. The former control the direction of progress through existing and emerging processes; the latter provide vision and inspiration without getting in the trenches. Think of leaders as premium fuel and managers as an efficient engine: Both are necessary to get a sports car from one destination to another. That distinction, however, is darn hard to implement in most companies.

The basic issue is that when strong managers rise to leadership levels, they’re expected to change their way of doing things. But just because they boast a C-suite title doesn’t mean they can let go of their “let’s all roll up our sleeves and dig in” attitude. In fact, many lean on old patterns of managerial behavior, which destroy their ability to adjust. Yet modern leaders must be willing to bury the management habits they honed and become coaches instead.

As Robert Glazer, CEO and founder of Acceleration Partners, noted in Entrepreneur: “Leading a productive team entails letting go of daily operations to focus on setting a clear strategy and vision — the ‘why’ and ‘what’ — and getting comfortable leaving your team to manage the ‘how.’”

Glazer added that millennials, set to become the largest cohort of U.S. workers by 2019, according to Pew Research Center, are particularly keyed in to how they’re being led from above. Heavy-handedness isn’t appreciated, but motivation is.

The rewards for solid leadership aren’t just anecdotal: Data examined by the Harvard Business Review showed a correlation between exceptional leaders and exceptional workers. In other words, the faster leaders stop managing and focus on leading, the stronger the likelihood of stellar corporate performance. If you yourself are a new leader, such seemingly small actions can help you ditch some of your manager-focused ways

1. Stop micromanaging.

Find yourself wanting to jump into the fray every time your team does something amiss? Remind yourself that leaders who meddle are just micromanaging their employees to death. The more time you spend distrusting people’s motives and movements, the less energy you can spend on your role as a high-level leader.

Is intervention among the ranks occasionally warranted? Yes, but not all the time. If you find yourself putting out fires for your teammates, you may have one of two problems. First, you might be stuck in a management mentality, in which case you’d be wise to wean yourself from those toxic tendencies. On the other hand, you may have workers who are not up to the tasks at hand; that scenario necessitates a rearrangement of workloads, or even the addition of new faces and perspectives.

“I used to be a micromanager, and I’m someone who’s always had high expectations for myself and anybody who works with me,” Rick Nuckols, the president of Container Technology, wrote on his company website page. After changing his ways, he took a different approach: “I always try to be fair and open about what’s going on and where we’re going and how. I try to give them the tools they need to succeed. We try to create an environment where they treat it like it’s their own business. Making people feel appreciated is so important.”

2. Delegate, giving your people permission to succeed — and fail.

Read more……..


7 Reasons Salespeople Don’t Close the Deal by Steve W. Martin

Pretend that you’re an experienced buyer who has met with hundreds of business-to-business salespeople. What percentage of them would you say are excellent, good, average, or poor?

According to a new study of more than 230 buyers, 12% of salespeople are excellent, 23% good, 38% average, and 27% poor.

The bad news is that the under performing salespeople lack the self-awareness to know that buyers don’t value them, nor do they understand why. They don’t take the time to figure out why they lost a deal or longtime client. They either don’t know why they weren’t selected or they reflexively blame it on factors out of their control.

Interviews with buyers illustrate seven important lessons about the mistakes salespeople make and why they lose business.

1. They are not trusted or respected. Customers can think of a salesperson as someone who is trying to sell something, a supplier with whom they do business, a strategic partner who is important to their business, or a trusted adviser whose advice is followed. Obviously, a trusted adviser enjoys significant advantages over the competing salespeople. However, just 18% of the salespeople buyers met over the past year would be classified as trusted advisers whom they respect.

2. They can’t converse effectively with the senior executives. While salespeople frequently meet with lower-level and midlevel personnel at a client company, the rare conversations they have with C-level decision makers directly determine whether they win or lose the deal. Therefore, it is critical for salespeople to understand how C-level executives think and to communicate with them in the language they use. Unfortunately, buyers report that fewer than one out of three salespeople can hold an effective conversation with senior executives.

Read More

EDUCATIONAL OPPORTUNITIES

2019 Workshop Schedule- REGISTER TODAY

  • Jan 16- ½ Sales Workshop San Francisco
  • Jan 17-18- Sales and Management Summit Las Vegas
  • Jan 22- Full day Sales Workshop Ft. Lauderdale
  • Jan 25- Full day sales workshop Philadelphia
  • Feb 14 & 15- Sales & Management Summit Vancouver, BC
  • Feb 19 & 20 Sales & Management Summit Toronto, ON
  • April 10- Full day sales workshop Denver
  • April 11- ½ sales workshop San Antonio
  • May 21 & 22-Sales and Management Summit Washington DC
  • May 23- Full day sales workshop Newark
  • July 5- Full day sales workshop Calgary
  • Aug 16 – ½ sales workshop Los Angeles
  • Oct 3 & 4- Sales and Management Summit Chicago
  • Nov 7 & 8- Sales and Management Summit Charlotte

SALES MANAGER FORUM

We have 3 open spots for our third year in this highly sought out group of 12 Sales Managers, meeting three times yearly for two days of intensive, deep dive on all issues of Sales Management. More info available at https://jackdaly.net/sales-manager-forum/; if interested to see if you qualify, reach out to jennifer@jackdaly.net or call 888-298-6868. Be prepared to get “Jack’dUp”.

The born salesperson by Seth Godin

There’s no such thing as a born salesperson.

What there are… are people with empathy and learned charisma who choose to work hard.

If you show up and show up and show up, and care enough to learn to connect, you will have a skill for life.

In the meantime, consider getting yourself hooked on 30 minutes a day of audio that trains you to sell. It takes a while, but it’s learnable.

Zig Ziglar, Anthony Iannarino, Dan Pink, Brian Tracy, Frank Bettinger, Jill Konrath … anyone who will help you learn the long-game, the generous long game.

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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!

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