“Most people over-estimate what they can do in a year, and under-estimate what they can do in a decade.”
LEADERSHIP LESSONS LEARNED- here are a dozen gleaned over time from my personal experiences:
A. Today’s Leaders are Cheer Leaders. What are you doing, as the Leader, to ensure a winning Culture?
B. Work on the business, not in the business . Too many Leaders get sucked into the day-to-day at the expense of high payoff activities. Work hard at being proactive and leverage your business results.
C. Delegate, not abdicate. Reagan said it well during the cold war days: trust, but verify.
D. Inspect what you expect. This goes well with c) above.
E. Things that get measured get done. This holds true in both our personal and business lives. Identify the key activities and witness improved results by following this simple lesson.
F. Focus precedes success . Too many people tackling too many projects. Too many sales people calling on too many people. The best performers are focused.
G. Hire slowly, fire quickly. All too often, we see the opposite in actions. Low turnover is not necessarily a good thing; low turnover of solid performers is a good thing.
H. You get the behavior you recognize and reward. What are your “systems” to ensure regular, ongoing recognition?
I. Knowledgeable companies communicate. What are your “systems” to ensure consistent and open communication?
J. Training is a process, not an event. It must be ongoing and continuous. It’s also part of the glue to a winning culture.
K. Our role as Leaders is more to “grow our business” versus “run our business”. What are you doing to “grow” your business? What percent of your time is on “grow” vs. “run”?
L. It’s about the “important”, not the “urgent”. People and companies tend to under perform to their capabilities because we rush to the urgent at the expense of the important. What is on your top ten list?
“RED” SCOTT’S BUSINESS CARDINALS – During the late 80’s I was a member of a CEO learning organization called TEC (now Vistage). Over my five year membership, I had the opportunity to learn from 50+ business subject matter experts. Of all those I had such an opportunity, it was Red’s presentation that I ran off hundreds of audios and distributed to key business leaders inside and outside my company. Somewhat similar to my dozen bullets above, here are more pearls from a Leader in the know!
1. Don’t run out of cash – no matter what.
2. No surprises – give me fair warning.
3. Create basic values – not paper earnings.
4. Keep your eggs in at least 5 baskets.
5. The boss should be the head salesman.
6. Never get organized by a trade union.
7. Always tell the bad news first – never last.
8. Never compromise quality for price.
9. Concentrate on the customer – not the brick and mortar.
10. Don’t confuse brightness with judgment.
See the next 26 pearls of wisdom using this link- http://www.vistageflorida.com/staff.php
Sales RX – The Top Performers Sales Checklist
15 Systems & Processes Guaranteed to Drive Bigger Results
Increase your Q4 sales, focus on key activities to grow bigger results.
3 Big Problems Sales People Face…
1) Missed sales opportunities - Sales you should have won but you don’t know why you lost them OR you’re simply spread too thin.
2) Don’t know what or how to correct – Results are less than desired, but you’re not sure what went wrong or how to fix it
3) Something or someone else’s fault – When you lose, it’s easy to blame the prospect, the economy, the company, the pricing, etc. But deep down you know it’s up to you to find a way to get the results you need.
Top performing sales people get it done. “They find a way.” The truth is that they focus on the key high payoff activities that build sales results and commit to doing them consistently.
Learn how to master the Top Performer’s Sales Checklist to drive bigger results in Jack Daly’s next webcast – Sales RX: The Top Performers Sales Checklist – 15 Systems & Processes Guaranteed to Drive Bigger Results on Thursday, Sept. 30 at
1:00 pm Pacific time.
Get TONS of practical ideas and action steps. You will learn:
- Goal Achievement: Four high-payoff systems that drive goal achievement
- Competitive Advantage: Tools and actions to differentiate you and leverage your uniqueness
- Success Guide: Four power tools that will help you outperform the competition
- Training & Skill Development : Sales processes to stay sharp, effective and time-efficient
Here’s one example of results:
140% of Budget!! (new update-fantastic!!)
Jack – Just an update 140% achieved for August and September is looking good. Key points 1) Increased touch points 2) Emailing before leaving the prospects premises-in most cases we receive a reply from the prospect thanking us for the prompt service 3) We now profile all of our clients & prospects. Thanks again for sharing the knowledge!
Kelvin Marks, Regional Sales Manager, GoGetta Equipment Funding
Thursday, September 30 1:00 pm Pacific time
For more information or registration click here
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”..
I went to a customer meeting the next day and used some of the skills you taught me on this course. Particularly in relation to the profiling, listening and the main one was the VALUE proposition info. I saw this customer firmly in the “Premium” end of the market with their products. So I put it to them that it’s definitely not always about price. Since they charge THEIR customers a premium for the luxury of buying their blue ribbon ice cream.I also saw the benefit for me being passionate about the product since I LOVE their ice cream and always have. To cut a long story short, I am well on the way to completing a contract to supply them with my packaging. In the long term will run into the millions in sales.
Once again thanks for these very powerful tools.
Best Regards, Des
Things in Nightlife sales are going well:
We’ve already adopted:
- role practicing
- premium product (we’re going to print on new support materials)
- Quantifying sales activity – “Quotes = deals”. Each rep has to get a quality quote out a day and “TwoForTuesday!”.
- With lots more to come…
Thanks for your help!
Well Jack, we are no geniuses but we know a good idea when we hear one! Just wanted to say thanks for opening our eyes to the importance of first impressions.
All the best!
October 29, 2010- Orange County, CA
Full Day Smart Selling Workshop
November 11 & 12, 2010- Chicago, IL
Sales& Management Summit
November 19, 2010- Vancouver, BC
Full Day Smart Selling
December 10, 2010- Denver, CO
Full Day Smart Selling Workshop
CALL JENNIFER FOR REGISTRATION DETAILS 888-298-6868
OR EMAIL HER AT JENNIFER@JACKDALY.NET
IN THE NEWS- Here’s a sampling of solid tips swept from magazine/blog and newsletters. Enjoy and learn.
1. This from Verne Harnish’s newsletter Verne’s Insights-recommend subscribing
Best Question — Craig Hodges, Managing Director of Australia-based King Content , suggested the best business question I’ve heard in 2010 — “What’s The Brown Paper Bag in Your Business?” As the story goes, Craig was in NYC and managed to garner a dinner reservation at the famous Gramercy Tavern. One thing led to another and he ended up closing the place down, enjoying beers with the staff (what Aussie’s do best!). As he was leaving, the staff handed him a brown paper bag and said it was a little something for breakfast the next morning. He started to look inside, but was instructed to keep it closed until the sun came up.
Delight Inside — when Hodges was ready for breakfast the next morning, he found inside the properly sealed bag a freshly baked muffin, muesli, and an orange juice – a welcomed delight. It was then that he wondered “what was the brown paper bag-equivalent in his business?” He wondered how his business could generate the same word-of-mouth promotion he’s given Gramercy Tavern as a result of something so simple, yet memorable?
2. This from Seth Godin’s blog-recommend subscribing. The power of buttons and being normal. So, here is your challenge and opportunity- What is your brown bag and what is your button in your business?
3. This from FORTUNE magazine of Sept 6- Bill Gates’ Favorite Teacher. www.Khanacademy.org. Mini lectures with high impact; possibly a harbinger for how learning will take place in the not too distant future!
4. This from SUCCESS magazine October- No Fear! – “Unlike Edison, many of us avoid the prospect of failure. In fact, we’re so focused on not failing that we don’t aim for success, settling instead for a life of mediocrity. When we do make missteps, we gloss over them, selectively editing out the mistakes in our life’s resume.” Ralph heath put it this way: “Failure and defeat are life’s greatest teachers but sadly, most people, and particularly conservative corporate cultures, don’t want to go there.” To achieve your personal best, to reach unparalleled heights, to make the impossible possible, you must think big, and you have to push yourself. Achieving the goal or at least waging a heroic effort requires preparation, practice and some awareness of your skills and talents. “One of the biggest secrets to success is operating inside your strength zone but outside of your comfort zone”, says Heath. Names of famous failures include Michael Jordan, Donald Trump, Vince Lombardi, Babe Ruth, Winston Churchill and Richard Branson. Company worth keeping!
CONTINUOUS SELF DEVELOPMENT- One of the more provocative books I’ve read in years is DRIVE, by Daniel Pink . Special thanks goes out to a group of CEO’s in Wisconsin for pointing me in the direction of this book. I have to admit, I’m still struggling with Pink’s assertions. Not in a wholesale way, but rather I felt as though he was making his points that were more encompassing in the workforce than they have practicality. But, he makes some very strong points for positions where his assertions do indeed apply. This book will certainly get you thinking, reexamine management practices of the past and present, and has significant implications on the corporate culture in our businesses. I strongly recommend you reading this one and discussing it with your team. Here are some takeaways:
-Carrots & sticks are so last century. DRIVE says for 21stcentury work, we need to upgrade to autonomy, mastery, & purpose.
-When it comes to motivation , there’s a gap between what science knows and what business does. Our current business operating system-which is built around external, carrot-and-stick motivators-doesn’t work and often does harm. We need an upgrade. And the science shows the way. This new approach has three essential elements: 1) Autonomy-the desire to direct our own lives; 2) Mastery-the urge to get better and better at something that matters; and 3) Purpose-the yearning to do what we do in the service of something larger than ourselves.
-According to Pink, the ideal would be leading our companies via: “Do what you want, when you want, where you want and how you want”. It’s this extreme that I struggle with, and I can just highly recommend you taking a look for yourself. In my Kindle, DRIVE garnered more underscoring than any other book to date.
Here’s the schedule of cities I will be conducting programs in over the next 3 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@example.com with your interest and Jen will do her best to accommodate any requests.
October- Boston, Philly, New Jersey, Chicago, DC, Toronto, Denver, Vancouver, Jacksonville
November- Chicago, Cleveland, Austin, Birmingham, Toronto, Vancouver, Detroit, San Diego
December- Detroit, West Palm Beach, Denver, Raleigh, Virgina
Better Sales People. Better Sales, Period.
CURRENTLY BETA TESTING! WILL BE LIVE SOON.
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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.