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 “ howto ,” the sales leader debriefs the salesperson after each
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