Here’s the overview. Over the past year I’ve heard this question from several folks: “Is there an organization where Sales Managers can meet together for ongoing, high-level learning opportunity and challenges that also provide an outside mechanism for enhanced accountability?” The answer is “THERE IS NOW”. Benefits include:
The time to act is now. Be prepared to take your Sales Management skills to the next level, and enjoy the benefits of Hyper Growth of your top and bottom lines.Contact jennifer@jackdaly.net or 888-298-6868 for more information.
SALES MANAGEMENT IN ACTION
As soon as I met Kevin Ginsburg, I knew I needed to interview him – A super successful sales professional who successfully made the conversion to National Sales Manager. It just doesn’t happen very often with success. Starting out as a retail sales person in his early 20’s, he found his start to best be characterized as “struggling”. Three years later, in a company with hundreds of sales people, Kevin made it to #8. The key was when he went to the #1 producer and decided to mirror everything she was doing. Yep, that simple. Often the very best advice to our success is inside our companies, yet too often overlooked. From there Kevin took a gamble and traveled from Texas to North Carolina for months to open a new location and discovered his passion, spending a decade plus opening new offices around the country. Today he is National Sales Manager at my client Legacy Mutual in San Antonio. Let’s learn from Kevin.
1. Straightaway I asked for his top three actions for sales success. 1) Relentless focus on high payoff activities and knowing your value; 2) Consultative selling style, being more a resource to your public; 3) Consistent follow-up. If more sales people would just practice this, they would find significant payoff and a long career in sales.
2. So, since it’s that basic, I wanted to know how a sales person can stand out from the competition. Kevin reemphasized the concept of relationship driven. Forget “selling” and being more of a “consultant”, knowing your value and bringing it every day. My favorite take-away here was Kevin warning that if you look desperate, you will attract that, so not to compromise (warning, that you will initially make less money than it sorts itself out to your favor).
3. I wondered about the big challenges of the role of Sales Manager. Kevin focused on just one – Time Management. With $1.25 billion+ in annual business, covering 3 states and 40 sales teams, that sure is understandable! Keys for Kevin are the words “Delegate & Empower”. He stated simply that you can’t be everywhere, and that is the key for the organization to move forward without waiting for him. He drives his week by the calendar, with scheduled “touches” throughout, working a week of Monday-Friday from 7am-6:30pm. A key takeaway was to handle the newer originators and those growing their production more as a group than 1-1’s, freeing time to spend with the top performers. That sure resonated with me and my sport coach analogies.
4. Making the move from sales to management, I was curious of his observations. Kevin was open about it being difficult at first, with things seeming to go slower than he would like. His big advice was the focus needed to be placed on being “effective” as opposed to being “liked”, while also being respectful that people come in different styles, and as a manager he needed to respect such.
5. I’m a big proponent of the Sales Manager being in the field. I loved what Kevin is all about here. 80% of his time is spent in the field, and he doesn’t even have an office at the company. When at the corporate office, he uses a general use office, and it has nothing in it of a personal nature. Huge takeaway here!
6. Technology was cited as good and bad. The good was all about efficiencies and the leverage for growth that provides. The downside was the concept of being always connected/available, causing a plethora of distractions. To emphasize the point, Kevin recounted a story of interviewing a sales candidate and during the interview the candidate kept glancing at his handheld, unaware of all the negative messages being sent.
7. It seems I can’t go anywhere without hearing concerns about the millennials, so I asked Kevin his take. He indicated he had quite a few on his team and as clients and customers today. Kevin found them as a group to be smart, opinionated/outspoken and collaborative. Millennials represent a huge demographic shift in both the workforce and as a group in home buying over the next 10 years. We discussed at length the importance of “systems & processes” versus “my own style”. Kevin’s approach here was to look for the “win”. First, show you are genuinely listening. Let folks be heard, then add the “pluses” into the “systems & processes”.
8. I’m always curious about what people are reading. While Kevin initially cited Raving Fans & Outliers, his treasured source is his collection of 20+ books written by his Grandfather. He was a businessperson/salesperson/writer, and someone Kevin worked with from mid-school on. Kevin credits this work with developing his passion for sales from an early age. I plan to get a personal look into a few of those!
JACK’S MESSAGE BROADCAST WORLDWIDE……
In this episode you will learn the important lessons and mindsets, tools and tactics that helped Jack craft his unique and inspiring life. Yes, YOU GUESSED IT, it comes down to his HABITS and GOALS!
HYPER SALES GROWTH MEMBERSHIP CLUB
The Jack Daly Hyper Sales Growth Membership Program continues to grow with CEOs, Sales Managers and Salespeople joining on a weekly basis. Of course, individuals are welcome to join but the majority of members now includes Sales Managers and their team of salespeople. The 12 modules cover every aspect of salesmanship including Jack’s monthly phone calls, accountability exercises and new uploads of Jack’s videos. Jack is urging all members to send in their questions to jeff@jackdaly.net which will be answered on the call the last Friday of the month. In addition, Jeff just published a Special Report about the most effective Recruiting Techniques to find the best sales talent which is a common theme discussed amongst the Membership. Should you want to receive this Report, email Jeff or call him at 561-988-8300. Visit www.jackdalytraining.com/secret to learn more about the Hyper Sales Growth Program.
Full 2017 Workshop Schedule
- Apr 6, 2017– Smart Selling Workshop – Ft. Lauderdale, FL
- May 3, 2017- Smart Selling Workshop – Nashville, TN
- Jun 1, 2017 – Jun 2, 2017- 2-Day Sales & Management Success Summit – Chicago, IL
- Jun 1, 2017– Management Success Workshop – Chicago, IL
- Jun 2, 2017– Smart Selling Workshop – Chicago, IL
- Jun 16, 2017– Smart Selling Workshop – Los Angeles, CA
- Jul 10, 2017– Smart Selling Workshop – Richmond, VA
- Jul 14, 2017– Smart Selling Workshop – San Diego, CA
- July 28, 2017– Smart Selling Workshop – Orange County, CA
Full 2017 Schedule
Testimonial:
What you’ve taught in the past two days in St. Louis has been more valuable than all my other previous training’s combined. I love that I will be able to take action on our pipeline management system, personal touches- photo cards and photo stamps and challenging my muscle memory to think “what will motivate this person to do business with me”. Mind you, these are the top 3 out of 58 actions items I’ve learned from you. Thank you for sharing your experiences and what you’ve learned to be successful. |
|
THE SALES PLAYBOOK FOR HYPER SALES GROWTH
PRODUCE MORE FROM YOUR PIPELINE
Your bigger results in 2017 will depend on how well you build and convert your pipeline opportunities. So pipeline management is critically important. How effective are you at getting it done?
Touch your prospects, customers and clients on an ongoing basis – with ideas to help them grow their business.– Jack Daly
In Chapter 2 in my new book, The Sales Playbook for Hyper Sales Growth, proactive pipeline management and an effective touch system pivots on two questions: 1) Status: What pipeline stage are they at now? 2) Next: What can I do next to advance my top opportunities? What’s standing in the way? What can I do next to get them moving closer to the deal? Here are 2 terrific cheat sheets to help you:
| Now is the time to impact the rest of your 2017 results. Proactive pipeline management and an effective touch system are keys to doing it. Get free Sales Playbook resources, take a Sales Diagnostic or get a free Sales Playbook Summary file at http://leveragesalescoach.com/resources/. Or contact us at (800) 565-6516 or dan@leveragesalescoach.com to help strategize your sales growth plan with the company owner and Sales Manager. |
|
ForbesBooks Publishes First Title
Forbes’ new publishing imprint releases Hyper Sales Growth by Jack Daly.
NEW YORK March 7, 2017- ForbesBooks, the first book-publishing imprint for the global media company, today announces its first title: Hyper Sales Growth: Street-Proven Systems & Processes. How to Grow Quickly & Profitably by international expert in sales and sales management Jack Daly.
A proven CEO and entrepreneur, Daly has built six startups into national firms, two of which he subsequently sold to Wall Street. Combining these experiences with his sales and management teachings of the past twenty years, Hyper Sales Growth provides readers with real world, street-proven systems and processes to enable robust growth of sales.
In Hyper Sales Growth, Daly dives into three critical subjects. The first is the importance of building a winning culture in your business, so that employees don’t begrudgingly come into work, but are excited to be working for your company. Second is sales management, with an emphasis on recruiting top performers, coaching, training and building a high-performance team. Lastly, he explains the systems and processes that top performing sales professionals are using to separate themselves from the rest.
“This is a book of practical strategies, not theory,” says Daly. “This book is based on real-world ideas that work and that are easy to implement. What’s in this book has been street tested in over a hundred industries all over the world, and it has proved effective at the personal level and at the company level. These strategies increase top line revenues and sales as well as bottom line profits.”
About ForbesBooks
Launched in 2016, ForbesBooks is the next step in Forbes’ 100-year history of distribution and innovation in the media business. Utilizing the Forbes multi-platform media network, ForbesBooks offers its business authors the opportunity to share their insights with tens of millions of monthly readers. The exclusive imprint not only gets books to market faster than other top business book publishers, it also provides a holistic branding, visibility, and marketing platform for business leaders and idea makers. The ForbesBooks team only extends publishing invitations to authors with the experience and credentials that meet the standards of the Forbes brand and expectations of its audience. For more information, visit forbesbooks.com. |
|
How To Pick Your Yoda by Mike Maddock
Why the smartest leaders have coaches. How to pick yours.
“It sounds like you have made yourself an issues cocktail,” said my friend David Zelman.
And with that comment, I once again was reminded of the value of coaching.
David works with leaders—everyone from royalty and billionaires to entrepreneurs—to help them focus on and achieve their goals. He’s also a nice guy who I serendipitously ran into at Logan Airport. When I saw him, I asked him if he had time to help me think through an issue that I was upset about.
Over some unusually tasty airport food (long live the New England lobster roll!), David helped me see that I’d unknowingly taken five different problems, mixed them together into an “issues cocktail” and was reacting to it rather than each individual challenge. It was a brilliant metaphor and quickly helped me get moving in the right direction again.
That’s what good coaches do. They get leaders unstuck.
READ MORE |
|
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.
Hi Jack,
Having been selling in my field for the past 27 years, I want to thank you for doing two things in the first part of this meeting.
- Keeping it real.
- Helping me to remember why I stayed in this line of work for as long as I have been.
I have already pulled several ideas from this course and plan on implementing them.
Thanks for teaching an old dog a few new tricks!
Cheers!
Ron
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.
Mar– Burbank, Newport, Chicago, DC, Peru
Apr– Tampa, Ft. Lauderdale, Bahamas, Los Angeles, and Australia.
May– Richmond, Nashville, Calgary, Chicago and Orange County.
|
|
If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.
|
|
|
|
|
|
