Industry Magazine Get JACK'D Magazine Spring 2017 - Page 12

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 12