FEATURE STORY CONT .
1 . KNOW WHAT YOUR VISION IS
When doing one-on-one CEO coaching , the first questions Daly asks are “ 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 .”
2 . PUT KEY PEOPLE IN KEY SPOTS
There are only so many hours in a day and only so many calls a single 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 .”
3 . BUILD YOUR CULTURE
As Peter Drucker said , “ Culture eats strategy for breakfast .” Daly recommends you 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 .”
4 . CREATE A SALES PLAYBOOK
It ’ s critical to have a sales playbook . Figure out the best way to sell what 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 .”
12