Industry Magazine Get JACK'D Magazine Summer 2018 | Page 5

6. My prospecting challenge, and therefore
my sales challenge, is the Company keeps
shrinking my territory by bringing in new
salespeople, thereby cutting down on my
opportunities. Any suggestions?
Well, I don’t know if you are going to like this
answer, but it is the answer. The better salespeople
in most industries actually call on fewer people
and write more business. Too many salespeople
call on too many prospects that they shouldn’t
be calling on. Let me show you by example. I built
a national residential mortgage company which
we started with one salesperson. Assuming
we were prepared to do business in the forty-
eight contiguous states and started with one
salesperson, upon hiring our second salesperson,
it would be absurd to think the initial salesperson
would complain about cutting their territory. Carry
this on to a single state, and the logic remains the
same. We see a similar thinking by franchisees
seeking larger territories for their franchise s.
Yet witness the value to each McDonald’s or
Starbucks franchisee of there being a store on
every freeway exit. Selling comes down to Trust.
You have a better shot at developing that Trust by
building caring relationships with key prospects
in a smaller market. The key, again, is being sure to
focus on those capable of generating significant
business.
7. How can I be a top sales performer and
also lead a balanced, happy life?
The good news is it can be done! However, in
most cases, the profession of sales does require
more flexibility in one’s lifestyle. By that I’m
referring to working beyond “normal” hours
and at times beyond the concept of “weekends
are free of business.” Recognizing we need to
be flexible in this regard, balance can be had
by managing your calendar by identifying and
locking in nonbusiness activities, and as best as
possible, staying true to the calendar. I’m proud to
report that as an entrepreneur, business owner,
and sales professional, I have lived a life of such
balance. It requires commitment and discipline,
but it surely can be done.
ABOUT
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.
www.JackDaly.net
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