Know What Your Vision Is . When doing one-onone CEO coaching , the first questions Daly asks are ,
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“ What ’ s your vision ?” and “ What ’ s your company going to look like when it ’ s done ?” Daly says , “ Steven Covey said it better than me : ‘ Begin with the end in mind .’ I can ’ t get you there unless you know what there is . What is your company going to look like five years from now ? Ten years from now ? What ’ s your revenue and MRR going to look like ? How many salespeople are you going to have ? How many locations are you going to operate in ? How many states are you going to be doing business in , and what ’ s the timeline for getting there ? What are the obstacles ? How are you going to wrestle those down ? How are you going to fund it ? All those types of things you need to be wrestling down now , not later , and not figuring it out as you go along .” Put Key People In Key Spots . There are only so many hours in a day and only so many calls a single
2 person can make . Daly says if he were to come into your company to grow it , one of the first things he ’ d do is recruit and hire salespeople , teach them the sales systems and processes that work , and put someone in place to grow the team . “ If you want to grow your sales , grow your sales force in quantity and quality ,” Daly said . “ The key is to have somebody who grows that sales force , and for a fast-growing company , the most important position in the company is whoever is growing that sales force .” Build Your Culture . As Peter Drucker said , “ Culture eats strategy for breakfast .” Daly recommends you
3 reserve a percentage of your time creating an “ environment where people enjoy coming to work rather than have to go to work .” He says , “ I hear business owners talking about how ‘ our people are our most important asset ,’ blah , blah , blah . But how much of your time is spent on the culture side ? Create a magnet force where people absolutely want to go to work there .” Create A Sales Playbook . It ’ s critical to have a sales playbook . Figure out the best way to sell what
4 you offer , build the systems and processes around that best way , then have your salespeople practice those systems and processes . Do that , and you ’ ll kick your competition to the curb . “ There ’ s no mystery as to what the right processes are to be successful as a salesperson ,” Daly said . “ But 98 out of every 100 businesses cannot produce a sales playbook . If you don ’ t have a sales playbook , what that means is that each salesperson you have will be doing it their own way .” Focus On High Payoff Activities ( HPAs ). Focusing on HPAs will help you generate more business with less work . “ The overwhelming majority of
5 owners , CEOs , and business leaders are not in the right column ,” Daly said . “ You ’ re spending too much of your time on things that are not going to give you the greatest return on investment . Be very protective . Your time is money .”
Not only should you identify your HPAs , but you should also identify what your salespeople ’ s HPAs are . “ Identify what the high payoff activities are for a salesperson ,” Daly said . “ Anything a salesperson is doing that is not an HPA , get rid of it . If you could do this and move this person to spend 100 % of their time [ on their HPAs ], you have the opportunity to double your sales without adding another human being to your organization .” Three ways to get rid of the non-HPAs are to get somebody else inside the company to do it , hire someone outside the company to do it , or just stop doing it .
Differentiate Your Company From
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Everyone Else . In Daly ’ s sales training , he frequently hears sales representatives say the reason people should do business with their company is that they are experienced , knowledgeable , and competitive and deliver good customer service . These are poor reasons because , as he points out , your competitor will say the same thing . Therefore , it ’ s crucial to figure out how you are uniquely better and different from everyone else , then make sure your salespeople know this , too . “ You don ’ t think [ your competitors ] are going to come in and say , ‘ We don ’ t have any experience . Nobody knows anything here . Our service sucks . We ’ re the highest price ,’” he said . “ If you don ’ t know how to differentiate your company to make it easy for me to choose you , then how are your salespeople supposed to do that ?”
The above tips have contributed to small organizations growing into some of the most successful , largest , and wealthiest . But for them to work for your organization , you ’ ve got to do them . Remember that every organization starts with just one person . To build a world-class business , get the right people in place and build a sales team . If you made a mistake with whom you ’ ve hired , the first thing to do is clean house of the people who don ’ t belong there . Hire slow and fire fast . And because the best salespeople are happy where they are , always keep a list of good salespeople and actively be recruiting by courting them . Create attractive bonuses for employees who refer a good salesperson and develop exciting sales contests , weekly , monthly , and quarterly , to incentivize them to sell more . “ These things will really move the needle ,” Daly says . “ But for this to work , you ’ ve got to take action .”
For more tips from Jack Daly , check out the resources at JackDalySales . com . n
To get more sales strategies from Jack Daly , go to
MSPSuccessMagazine . com / JackDaly
and watch this video of Jack when he presented at a recent Technology Marketing Toolkit conference .
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