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The Daly News Volume 101

Jan 19, 2018
Newsletter

Bonnie Daly April 18, 1950 – November 11, 2017

With the passing of my wife Bonnie, she will always be fondly remembered. She and I agreed that once passed, it would be best for me to get right back at my other “love”, which is helping businesses and professionals grow and prosper. As such, I’ve labeled 2018 “Full Throttle” and am at it in earnest. For those interested, here is a link to her Memorial Service.

MAKING GOALS INTO REALITY

As is my custom in the January issue of this newsletter, here are my Review of 2017 report and my Personal Goals for 2018.
I have been following this practice of goal setting, tracking, measurement and accountability since I was a teenager, and have found the process one which brings high results with a minimal of time to track and report. Over the years, several people have raised their own personal and business performances following a similar process. As well, many have cited the mere report of things that got done is inspiring and induces action. In that vein, we hope you elect “in”, and wish you the best in 2018. Remember, things that get measured get done; and, you can’t get there if you don’t identify what “there” is!

THE 3 SINS OF SALES MANAGEMENT

Okay, so I’ve been barking on this for more than a few years. The question I put to the Entrepreneurs, CEO’s and Presidents out there is “what have you done about it? And, if nothing, why not?” As a review, I don’t run into many companies that are not interested in growth of their revenues. In most businesses, the revenue line grows as a result of the efforts of their sales teams. Additionally, if you grow your sales team in quantity and quality, they in turn will grow your sales. And, the key position is whoever is responsible for leading that sales team. For purposes here I will call that person the Sales Manager. A Sales Manager job, you see, is not to grow sales but to grow your sales team in quantity and quality.

Here are the sins I see committed all too often:

a) The CEO/President also wears the hat of the Sales Manager. Defacto, this then designs your company to grow “part time”. Hire the right person for this role and compensate them correctly, and they should pay for themselves in less than one year with the increased revenues and profits generated.

b) Taking the top sales performer and making them the Sales Manager. Occasionally I’ve seen this work. But, in most cases we lose our top sales performer and get a mediocre Sales Manager in the trade. Each position requires different skill sets, and yet little to no preparation and training is provided to this new Sales Manager. Additionally, the sales person performs in a world of immediate gratification, whereas the Sales Manager’s world is one of greater patience before results are won. Eventually, the top performer turned mediocre Sales Manager, leaves the company to return to sales, often with a competitor.

c) Sin 3 is sin 2 with retaining the sales role for the Sales Manager as well. Here again, we have relegated the role of Sales Manager to part time, and often more time is spent by Sin 3 in the sales role!

Time to take action here if you are serious about growing your business. The excuse of “can’t afford that position” is so wrong; the reality is you can’t afford to not fill that position.

CEO COACHING ONE-ON-ONE

Last year I announced my decision to take on interested clients that would like my personal guidance in growing their businesses in a Hyper Growth fashion. If you have an interest, email Jennifer@jackdaly.net or call 888-298-6868 to arrange for us to talk. I have three open spots left for 2018.

A thumbnail summary of what I will bring to the engagement: a) Accountability – my standards are high, expect no room to “hide”; b) Focus – Focus precedes success means curtailing chasing shiny objects; c) Devil’s Advocate – Be prepared for your Coach to ask “WHY”, and we mean repeatedly; d) Catalyst for Hyper Growth – Too often what holds us back is our limited thinking. Here is where we unleash for Hyper Growth; e) Networker for Resources – The Coach is the “go to” resource for matching needs with the talent that exists world-wide; f) 3rd Party Sounding Board – Coach brings a fresh set of eyes to your business at a CEO perspective.

Let’s talk – 888-298-6868 or Jennifer@jackdaly.netfor an appointment.

EQUIPPED TO GROW IN 2018?

We get asked all the time, “What do we need to do to grow sales better?” After getting a snapshot of their situation, the answer starts with 3 important questions:

To improve your results, check out our Amazon best-seller The Sales Playbook for Hyper Sales Growth, by Jack Daly and Dan Larson. It’s an Amazon best-seller and available through ForbesBooks. A content rich guide how to build hyper sales growth systems, processes and sales tools into a Sales Playbook to grow and scale your results.

Get a free Sales Playbook Summary file shows you the key pieces and how to put it together http://leveragesalescoach.com/summary/. Or contact Dan at (800) 565-6516 or dan@leveragesalescoach.com to help you strategize your Playbook and situation with the company owner and Sales Manager.

    • PEOPLE: Key People, Rank Team, Profile the Position, Mindset & Attitude, Recruiting & Upgrading
    • PROCESSES: Goal Achievement, Sales Process, Pre-Call Planning, Pipeline Management, Touch System
  • PRACTICES: Value-Selling, Model the Masters, Personality Styles, Best Questions & Active Listening, Objections & Best Responses, Success Stories, Sales Meetings.

PIPELINE/TERRITORY PLANNING

One of the keys to a great year in sales is getting off to a great start. Here’s how you do it. Identify the top 30 prospects in your territory/business. Be sure to not just pick small/easy prospects, but also the “whales” of your business. All too often we see sales people spending an undue amount of their precious time on small accounts. The reality of top performers is they actually call on less people and write more business. The key is to be calling on the right people, and not just trying to “sell them”, but genuinely bringing them value beyond your products/service.

Next is to design an effective “touch system”, mixing up the content, the vehicles and the frequency. Once designed, an effective system can be executed by an assistant. Again, the content mix MUST go beyond your products/services.

Shifting from the Prospects approach, we now focus on our existing customers and clients. Define your targeted group of customers/clients, with an intent of winning more of their business. Define what additional business, and then mirror the touches to reflect such. Again, once designed, an assistant can execute the touches beyond the face-to-face.

Once you’ve identified these populations, now time block your time to be in the field, reaping the benefits of the overall systemized approach of bringing value to them, and your increased visibility in the marketplace. As you secure more business, it’s the equivalent of putting more wind in your sails, and that’s the key to “winning the race”. Here’s to your smooth sailing in 2018!

EDUCATION OPPORTUNITIES

Register for today for one of only five, 2018 Sales and Management Summits. Our workshop calendar is significantly smaller than years past so start planning today to join Jack in one of the cities below……

REGISTER TODAY

CONTINUING EDUCATION

Here’s a solid mix of books I found as winners in both business and personal life:

a) Shoe Dog by Knight

b) Essentialism by McKeown

c) Grit by Duckworth

d) Confessions of the Pricing Man by Simon

e) Hit Refresh by Nadella

f) Thank You for Being Late by Friedman

g) Play Bigger by Lochhead

Reading books is yet another version of Model the Masters!

YOUTUBE LEARNING

What, you didn’t know Jack is all over You Tube with his own Channel. Subscribe now and benefit from a quick “Jack Fix” to start your sales day, along with a take action proven system/process for additional business success. Here are a couple to wet your appetite!

GET JACK’D MAGAZINE

Our fall Get Jack’d Magazine is now live and in circulation. If you would like to receive copy, just email jennifer@jackdaly.net with your street address (USA only), or click here for the online version. The magazine is free and loaded with actions to increase your success as a salesperson, sales manager or business owner. Time to GET JACK’D!

HSG MEMBERSHIP PROGRAM

Access to online Jack Daly materials 365 days/24 hours for teams. Members continue to join from around the world and we are very excited to have so many new members from Australia, Europe and Peru (and of course, our American friends) who recently joined the HSG Family. Jack just finished a live call last week on May 19th with many CEOs and Sales Managers to announce our “new and improved” HSG program with new modules and features created specific for Sales Managers of teams of 5 and greater. For a limited time, we are offering the entire program for 1 payment of $1,997 (as compared to $297 per month plus set-up fees) – this is a 48% SAVINGS! Let Jack work with your organizations 365 days per year to motivate, train and provide cutting-edge and proven strategies and tactics to improve your sales results. To receive this special price and get set-up, please contact my partner, Jeff Shavitz at jeff@jackdaly.net at 561-988-8300. For people interested in the individual membership at $97 per month, visit www.jackdalytraining.com.

WHERE 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.

Feb– New York, Boston, Los Angeles, San Diego, Maui.

Mar-San Antonio, Orlando, Palm Beach, NYC, Washington DC, Mexico City, San Francisco, Nashville and Virginia.

Apr– Virginia, Boston, New Jersey, Los Angeles.

JD ON PODCASTS

Checkout my newest podcast- Jamie Cunningham’s Business Nutrition podcast:

https://www.salesup.com.au/portfolio-items/vol-29-Jack-Daly/

Eyes Wide Open- By Isaac Lidsky:

https://lnkd.in/edmGzNG

TAKING ACTION

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.

Hi Jack,

I just want to take a moment and thank you again for the class today. This is the third time I’ve been to your seminars. Every time I’ve taken my new sales guys with me. When I first saw you in 2010 we were at 800k in sales with one sales guy. 2017 we sold 6.5 mil in asphalt paving with 4 sales guys. I Credit you and EO with much of that. I’ve seen many speakers over the last decade. Very few haven’t had the effect that you have. You have an amazing talent.

All the best in 2018 Jack!

Kevin Cassidy

Jack,

I am part of the eMoney Advisor Sales Team that attended your workshop in Philly today and I wanted to thank you for your time this morning. I am in my first couple of months on a sales team and found this morning very valuable as I begin my sales career. I will definitely try to consistently schedule practice, even when I am fully comfortable in my role.

I will also try to be more cognizant of every customers’ personality type when engaging with them. In my short time in Sales, I have already noticed the importance of knowing what type of person I am speaking with and how to best interact with them. Taking note of what type of personality the customer has will only make my daily work easier and more efficient.

I look forward to reading your books and attending more workshops in the future!

Thanks,

Scott

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