Sales Leadership is About Being Respected for Processes and Results

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1 Sales Leadership is About Being Respected for Processes and Results September 23, 2011

2 Speaker/Trainer/Coach/Author is an expert in sales and sales management inspiring audiences to take action in customer loyalty and personal motivation. He delivers explosive keynote and general session presentations. Jack brings 20 plus years of field proven experience from a starting base with the CPA firm Arthur Andersen to the CEO level of several national companies. Jack has participated at the senior executive level on six de novo businesses, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston. As the head of sales, Jack has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide. Amongst a career of highlights, here are a couple of noteworthy examples: In 1985, Jack relocated to California from the east coast and started a mortgage company with 3 colleagues. As CEO, Jack lead the company through robust growth in its initial 18 months to 750 employees, 22 offices nationwide, producing $350 million per month in mortgages, and it s first 3 years the company reported profits of $42 million. In 1998, working as a senior partner in a 5 year-old privately held Enterprise, Jack helped the company to be recognized as Entrepreneur of the Year by Ernst & Young and ranked #10 on the Inc. 500 list of the fastest growing firms nationwide. Personal Highlights include: Jack has been married 41 years to his high school sweetheart. In 2007, Jack completed his first Ironman in the United Kingdom. Jack has now completed eight Ironman competions in eight countries, on five continents. Jack has played golf at over 79 of the Top 100 golf courses in the USA. To date Jack has completed 49 marathons over 29 states in the USA. Jack has bungee jumped the world s first and world s largest bungee jumps. Born and raised in Philadelphia, Jack currently resides in San Clemente, California. WHYjackDALY? JACK SPEAKS FROM EXPERIENCE 1. History of proven growth of clients 5. TEC Australia Speaker of the Year. businesses from individual success 6. Spoken to audiences in several countries stories to international size firms. on 5 continents. 2. Proven CEO/Entrepreneur, having 7. BS Accounting, MBA, Captain in U.S. built 6 companies into national firms. Army, accomplished author of books, 3. Co-owner/senior exec, of INC #10 and audio and DVD programs. Entrepreneur of the Year award winner. 8. Led sales forces numbering in the 4. Vistage UK Overseas Speaker of the Year. thousands. 9. Competed in the Ironman World Championship. Is an Ironman on 5 continents. RESULTS that s what all of the above is about. delivers results. 2

3 THE BARE MINIMUM: MEASURE EVERYTHING 3

4 RECRUIT ONLY THE BEST 1. Recruiting is a process not an event. It must be on going and continuous. 2. Recruit, don t absorb. 3. Define the ideal candidate: the position profile. 4. Discover the inner person. 5. Recruit for skills; hire for attitude. Hire smart versus managing hard. 4

5 SALESPERSON PROFILE Personal integrity/intellectual honesty Sales skill/people skills Relationship manager Vision/Mission/Goals Success patterns/high achiever Self-disciplined/Sense of urgency Good work organization Goal oriented/$ hungry through value Positive outlook and attitude High self-esteem Industry/Company/Product knowledge Client market-share oriented Team player/independent yet supportive Understands self responsibility Assertive social style/follow Through Continuing education achievements Public speaking ability/communicator Generous with thank- you s Professional manner Computer literate These are the attributes or character traits we have found in our own personal experience that represent the chemistry of the most successful sales professionals 5

6 TRAINING IT S AN INSIDE JOB! (Growing People = Growing Sales) If you re not, your not. 1. Backward thinking 2. Proactive pipeline management 3. Build a touch system 4. Hands on coaching 5. Role practice 6. Success Guide 6

7 Backward Thinking Define Chart back to the

8 PROACTIVE PIPELINE MANAGEMENT WINNING NEW ACCOUNTS / GOING WIDE AND DEEP WITH EXISTING ACCOUNTS SELLING IS THE OF. 8

9 BUILD A TOUCH SYSTEM 9

10 COACHING To be an effective coach you have to be in the field with your sales associates on a frequently scheduled basis. 1. Joint (Both are experts) Three Types of Field Calls 2. Training (Coach controls--salesperson invisible) 3. Coaching (Salesperson controls--coach invisible) Pre-call Questions What is the purpose of this call? What is the value of this account to us? Who is the decision-maker? What is his/her highest value need? What is our customer market share? Who is our principal competitor? Why? Are we positioned to take over this account? How? 10

11 ROLE PRACTICE I II III The purpose of this exercise is to learn to ask questions and listen comfortably and effectively. There is a difference between gathering information and interrogation. Take Away s:

12 SUCCESS GUIDE Why me? Why MY company? Feature and benefits of each product. Objection Guide. Question Guide. Success examples. This guide is dynamic! Constantly improve it by observation of responses and listening to the superstars. There s hardly anything that goes on in a sales call that couldn t be anticipated before one s arrival. 12

13 FOCUS PRECEEDS SUCCESS Sales Leadership Checklist Rank sales staff performance and deal with poor performers One on Ones with each Sales Professional minimum monthly Sales Meetings twice monthly minimum Recruiting basket of at least 20 we are courting Recruiting courting process built around a touch system Recruiting interviews ongoing Inspect the baskets (pipeline mgmt) minimum monthly Inspect key activities of Sales Professionals Progress reviews at least quarterly Training, training, training: to include role practice, joint calls, training calls, coaching calls and building a success guide Inspect monthly the Sales Professionals touch system Recognition activities ongoing Rewards systems ongoing, including contests Compensation plans review twice yearly Key account focus New hire orientation Unit performance management (Actual/Plan analysis) Senior management interactions (proactive/reactive) Sales Systems & Processes Checklist Goal setting Key activities ID Key activities tracking & measurement Pipeline management Time management Leveraging Web 2.0 Objection ID and responses Question guide- what and when to say Differentiating from the competition processes Proactive database leveraging Recognition systems for prospects/customers/clients 13

14 JACK DALY BUSINESS GROWTH TOOLS COACHING COMPANIES TO GREATER SALES & PROFITS follows through on the How To s of proactive sales management. Here s how to: Recruit Top Performers Track and Measure Performance Reward and Recognize Along with many more street tested, easily implementable actions. Guaranteed to benefit the seasoned sales manager as well as those new to the role. DVD + Audio CD (3 hours live) $225 (a) Audio CD (2 hours live) $40 (b) SMART SELLING THROUGH VALUE shares What Works in the field of sales. Over 50 business building ideas such as: Overcome Call Reluctance Effective Time Management Goal Setting and Measurement Getting the Appointment Securing the Relationship Sales professionals of every level of experience will pull-out several winning ideas. DVD + Audio CD (4 hours live) Audio CD (3 hrs live) $225 (d) $50 (e) BUILDING A WORLD CLASS SALES ORGANIZATION developed this audio tool to help entrepreneurs to jump-start their business. Beginning with the foundation of an effective mission statement, Jack details how to lead your company and sales team to robust growth. (3 hours live) Audio CD $50 (g) CULTURE BY DESIGN How to design a successful, proactive culture. The culture of a company is at the heart of winning. Jack shares principals on communication, recognition empowerment and rewards. DVD + Audio CD (3 hrs live) $225 (i) Audio CD $50 (j) JACK ME UP 21 Sales Action Ideas. The goal here is implementation. Listen to one action step each day and watch your business grow. Audio CD $40 (k) JACK EM UP 's antidote to the boring, non-productive sales meeting. 18 action steps to conducting better sales meetings, as well as a tie-in to video action items to end each sales meeting with a personal challenge by Jack. DVD + Audio CD(1.5 hrs live) $175 (l) Audio CD $50 (m) CULTURE CASE STUDY DVD Learn how Jack re-tooled 1-800GOTJUNK. Watch as Jack and Brian Scudamore diagnose, brain storm, create and implement the processes needed to improve the 1-800GJ call center. DVD + Audio CD (1.5 hrs live) $125 (n) COACHING COMPANIES- UPDATED VERSION Here's Jack in action live from Australia with his most recent audio/video ideas on growing a sales force and growing one's business. Action packed and loaded with take-aways, this is the ideal update to Jack's original "Coaching Companies to Greater Sales & Profits presentation. DVD (3 hours live) $175 (o) BOOKS REAL WORLD SALES STRATEGIES THAT WORK Twelve chapters from twelve sales pro s, led by. A power packed collection of insights and strategies to help grow your business. $20 (p) REAL WORLD MANAGEMENT STRATEGIES THAT WORK leads off this group of twelve experts on effective management practices with his detailed approach to recruiting and landing the best of the best sales professionals. No theoretical principles here. Pure Taking Action. $20 (q) DALY SALES MOTIVATORS Here are insights into the real world of sales. Jack s collection of over 20 years delivers a sales action idea for each day of the year. $15 (r) COACHING COMPANIES TO GREATER SALES & PROFITS 366 sales management ideas, collected by over the past 25 years. Here are specific action ideas to help find, keep and grow top performers. $15 *SIMON SINEK ON CULTURE- $1 14

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