As those lucky enough to have seen Jack Daly live on stage will attest, his energy is big, his approach is unique, and his message is crystal clear:
It’s your duty to raise the bar. You must risk believing in yourself. Until you test the limits regarding what you can achieve, you can’t truly know what your chances are.
A packed resource of actionable advice, effective methods and proven strategies, Daly’s famous book, Hyper Sales Growth, takes a deep dive into the steps required to build a profitable business, with real world examples from someone with the resume to back them up. From the outset, Daly states:
I’ve had the opportunity to look back in the rearview mirror of my life and see clearly the importance of three indispensable factors of building a successful company.
Read our summary of these essential factors, straight from the virtuoso’s mouth.
1. Know Where You Want to Go
What was the catalyst that compelled the company founder to risk it all in the first place? The answer to that is larger than a mission, a five-year plan or any company targets: it’s the bigger picture which operates as the driving force of the company.
Visions look to the future, yet also focus on today so that the workforce gets as excited as the entrepreneur does.
Knowing where your company is going can be a motivational tool, a way to generate excitement and buy-in from your team, and provide the fortitude to see you through tough times.
The final but non-negotiable factor? Making sure your people know the vision, too.
2. Ensure Key People are in Key Spots
In Hyper Sales Growth, Daly describes a common objective stated by leaders, which is to grow the sales force in quantity and in quality. In order to do this, careful consideration must be taken when determining who is in charge of growing your sales team.
Small to medium businesses tend to go into one of two directions. They stay small to medium, or they go out of business. When you ask why, it most often comes down to a violation of one or more of these three sins of sales management.
The Three Sins
The CEO works as both the head of the company and the sales manager.
For the CEO, this decision essentially relegates both roles to part-time, meaning the company not only has a distracted leader but has just employed an unavailable sales manager.
The top salesperson is ‘promoted’ to the sales manager position.
This is perhaps the most common miscalculation, as a result of assuming the top seller is the most suited to leading the team. What this approach misses, however, is that the two positions require completely different skill sets, and ultimately stops the strongest salesperson from doing what they do best.
The top salesperson works in their current role, and the sales manager position.
Possibly even worse than the above, in this scenario the top salesperson keeps their current position but additionally takes on the role of sales manager, working as both simultaneously. Like the first sin, the split of focus is catastrophic to growth, as the employee ends up focusing on their financial incentives and neglecting the leadership position.
3. Develop a Thriving Business Culture
Corporate Culture: The Stats
82% of Deloitte’s Global Human Capital Trends Survey for 2016 respondents stated that they believed culture was a potential competitive advantage.
In the same survey, only 19% of those surveyed believed their companies had the right culture.
One4all’s 2018 Workplace Happiness Report found that 39% of respondents would work harder if they were happy at work.
According to Officevibe, just 13% of employees are engaged at work.
More than half of the Australian respondents of a YouGov survey said they would rather have a job they love that pays poorly, rather than a well paying job they hate.
It’s clear that corporate culture, employee engagement and workplace relationships play a major part in the success of a company, so much so that Jack Daly sees it as the one of the fundamentals of any business.
A company with a strong culture is one where employees are valued, communication is open and the company’s goals and values are clear. Instead of feelings of dread and despair, employees feel inspired to do their jobs and impassioned to work to their full potential. Daly’s hope? To create an environment where employees jump out of bed each day exclaiming, Hot damn, I get to work at a great place!
Failure to achieve these three key factors can significantly hold a company back from achieving growth. Take a note from sales king Jack Daly, and consider whether your vision is clear, your sales force is working and your culture is thriving.
Jack Daly will be back in Australia this July, presenting his famous workshop, Winning Sales Strategies to audiences in Melbourne, Brisbane and Sydney. The early bird price ends 31 May, so secure a seat to learn how to grow your business quickly and profitably. Learn more here.
Find out more about Jack Daly and how he gets the most out of sales teams by reading one of our other articles: