The aftermath: Jack Daly

As alluded to last week our day with Jack Daly really left me with some fantastic learning's. After 8 hours of drinking from the proverbial fire hydrant of high impact learning I have reflected on quite a few things.

Sales people are a certain type of person and right now critical to the lifeblood of any business. One thing this recession has changed is their role from order taker back to sales representative...i.e. they have to work for and make the sale rather than have the customer walk in and give an order.

Sales Managers are again having to develop and train sales representatives. One of the big sins in business today is the Managing Director/Sales Manager double role. Sales Managers should also not be making too many sales if their focus is on training and developing their people.

How many sales teams today incorporate daily in house training or role playing? How many list the 8-10 main excuses or reasons clients don't buy from them and role play the ways to counter these? Not many I suggest......most let their sales team train in real time on real potential clients!!

Karl

Checking in With Reality

As we work one on one with business owners to grow their businesses we get to see their many and varied challenges. One learning that we have as a team in our own business is to constantly check our systems against reality. It is very easy to add more complexity to a company when what is really needed is a simple tweak to the current process to get better results or information. New systems for the sake of them do not save time. Checking reality with the desired outcome is all that is required to see is a system is performing.

Each business we work with has a different structure, industry, market and their own unique financial and management challenges and whilst there are similarities in the evolution of each business a universal approach to growth does not work. Likewise the owner operator has differing needs than a larger company with a management team. One common theme is that all business owners experience the isolation of leading. Sometimes the network we provide by getting our clients together regularly or by simply listening to their issues, gives that sounding board they need to re energise and overcome the latest challenge.

Karl (hit our website)