Q&A
JACK DALY
Insights From the Expert
1. HOW DO I DEVELOP A
GROWTH PLAN FOR THE
SALES ORGANIZATION?
Steven Covey said it
best: “Begin with the
end in mind.” The first
thing we have to wrestle
down is what is it we
are attempting to build.
Some call that vision.
Let’s say you have an
$8 million company that
has a vision of growing
to $20 million. Figure
out the progression of
how many years/months
it will realistically take to
get to $20 million. Along
the way, additional new
sales hires will be necessary,
based on your experience of
what is a legitimate load for a
salesperson to carry. Additionally,
be sure to build in the needed
timeline for adequate training rather
than rushing the salespeople into the
field to “sell,” when in reality, we are
rushing them to “fail.”
2. HOW DOES A SMALL FIRM
RATIONALIZE HIRING A SALES
MANAGER WHEN THE SALES
TEAM IS SMALL?
Again, a part of the answer is
similar to the above answer, which is
dependent on the overall vision and
timing of the planned growth. The
rationalization basically comes down
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to this if you are serious about the
growth plans, then the Sales Manager
will make it happen by growing the
sales team in quantity and quality. If
you hire the right Sales Managers
and pay them appropriately, they
should pay for themselves in less
than a year with the increased
business the sales team generates.
3. HOW DOES ONE GO ABOUT
CONVERTING AN INSIDE
SALESPERSON TO AN OUTSIDE
SALESPERSON?
Generally speaking, it’s not advisable.
Nor is going in the opposite
direction! Inside salespeople are
typically “farmers,” and their profile
does not work in the field proactively
gaining customers. Outside sales is
typically best done by a “hunter,”
and this profile doesn’t work well
in a reactive mode. Note this move
can occasionally work, but I wouldn’t
chance it. Go with the better odds!
4. WHEN IS IT TIME TO
ENTERTAIN GETTING AN
ASSISTANT?
Yesterday! Figure out the high payoff
activities (HPAs) and stay solely
focused there. Calculate your hourly
rate, and anything that can be done
by someone else at less of a rate
should be flipped accordingly. Model
the Masters (Top Performers) and
you will discover the presence of
assistant(s). If you wait to hire until