Industry Magazine Canterra Lighting Magazine Spring 2017 | Page 6

SALES COACHING
Jack Daly
JACK DALY is an experienced and world recognized sales
speaker and sales training expert, who inspires audiences
to take action in the areas of sales, sales management, and
corporate culture. He brings 30 plus years of field-proven
experience from a starting base with CPA firm Arthur
Andersen, a Captain in the U.S. Army to the CEO of several
national companies. Jack is a proven CEO/ Entrepreneur,
having built 6 companies into national firms, two of which
he subsequently sold to the Wall Street firms of Solomon
Brothers and First Boston. His professional sales trainer
know-how has turned him into an accomplished sales
coaching authority and author of books including Hyper
Sales Growth, The Sales Playbook For Hyper Sales Growth
and Paper Napkin Wisdom, all Amazon #1 Bestsellers.
COACHING:
It’s an Ongoing Process
TEAMS WIN championships, not coaches or star players.
What are you doing to build each salesperson into a stronger
performer and a more valuable contributor to your sales
team?
Our goal here is to enhance your effectiveness as a builder
of strong salespeople. You can coach them to success!
Our job as sales leaders is not to grow sales—our job is to
grow salespeople. And then it’s their job to grow sales.
While it is true that our success is ultimately measured on
sales levels, we personally aren’t going to make that happen.
Our job, then, is to help salespeople be better at what they do.
We need to coach them.
By coaching, we are talking about field coaching: hands-on
and in competitive situations. Like the impact a basketball
coach has during the game rather than after the contest.
While the “after the game” sales meeting is important, it’s
working in the field with salespeople that provides us our
greatest opportunity for coaching. Here are three kinds of
field calls a sales leader can make with salespeople:
1) Training call - Here the sales manager takes the lead
during the call to show how it should be done. Other than
being introduced to the prospect or client, the salesperson
is essentially a silent observer. After demonstrating “how-
to,” the sales leader debriefs the salesperson after each
SPRING 2017
call. “What went right” and “What went wrong” are thoroughly
discussed so that the salesperson can see the dynamics
involved.
2) Joint call - A sales manager and salesperson both
participate in these calls. Each person contributes
appropriately. Often these calls are used in re-establishing a
relationship or introducing the sales leader to customers.
Joint calls also are effective for gathering information
about market activity, the competition, and customer wants
and needs. How well your company is meeting those needs can
be ascertained on a joint call.
NOTHING IN THE WORLD CAN TAKE THE PLACE
OF PERSISTENCE. TALENT WILL NOT; NOTHING
IS MORE COMMON THAN UNSUCCESSFUL
MEN WITH TALENT. GENIUS WILL NOT;
UNREWARDED GENIUS IS ALMOST A PROVERB.
EDUCATION WILL NOT; THE WORLD IS FULL
OF EDUCATED DERELICTS. PERSISTENCE AND
DETERMINATION ALONE ARE OMNIPOTENT.
—CALVIN COOLIDGE
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