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. 5