Jack Daly's tips for Sales Managers

03-Jun-2010

Jack Daly – arguably the world’s leading sales trainer - enthralled RESULTS.com clients in New Zealand in 2009 – so much so that our NZ team have invited him back to speak to business audiences again on 30th July.  Last year’s event sold out.  To register now, click here

Regardless of where you are in the world, here’s a quick primer on some of Jack's lessons to help you get the most from your sales team:

• Be unique in all that your company does - from the way your receptionist answers the phone to the message you record on your voice mail.
• Never make a sales call on a customer without a purpose.  Don’t just “drop in.”  Set a clear intention for every customer interaction.
• The best sales people don’t have “the gift of the gab.”  Rather, they know how to ask the right questions, in the right way, and then they listen.
• Never quote prices - until after you have shown the customer that: (a) you clearly understand their needs – and (b) you have clearly communicated the value of your solution.
• The trust a customer has in you and your brand, is more important than your price.
• The best sales people don’t wing it.  Like actors, they use scripts.  They rehearse the key questions they will ask, and the key sales messages they will deliver - over and over – until it sounds natural.  
• Every customer is different.  Learn how to quickly understand their behavioral style and adapt your sales process to one that matches they way they make decisions.
• Things that get measured get done.  Implement and enforce minimum standards of performance for all your salespeople (actually for all roles).
• Recruiting is a process, not an event.  Hire slowly.  Fire quickly.  Use a proven hiring process to reduce the likelihood of making a hiring mistake.
• The Sales manager’s job is to grow salespeople.  Salespeople grow sales.  
• Coaching salespeople should be done in the field - not in the locker room.  The most valuable use of a sales manager’s time is the real-time coaching of their salespeople in the field.

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