Sales Leadership – Simple Tips from a Master

I’ve been a fan of Jack Daly for a few years now. I really like his simple approach to sales and his infectious energy. He’s also what I consider to be one of the real gentlemen in sales.

He published two good lists a few days ago that I want to share with you as he’s encouraging us to have a thrive mindset (as opposed to a survive mindset). I’ve taken the top 10 points from each list

SALES MANAGEMENT CHECKLIST

1. Rank sales staff performance and deal with poor performers
2. One on Ones with each Sales Professional minimum monthly
3. Sales Meetings twice monthly min
4. Recruiting basket of at least 20 we are courting
5. Recruiting courting process built around a touch system
6. Inspect the baskets (pipeline mgt) min monthly
7. Inspect key activities of Sales Professionals
8. Training, training, training: to include role practice, joint calls, training calls, coaching calls and building a success guide
9. Key account focus
10. New hire orientation

SALES PROFESSIONALS CHECK LIST

1. Goal setting
2. Key activities tracking
3. Touch system design and maintenance
4. Data base management
5. Sales meeting participation
6. One on ones with Sales Manager
7. Inspect the baskets prep (pipeline mgmt)
8. Training, training, training: Role practice, joint calls, training calls, coaching calls
9. Web 2.0/social sites proactivity
10. Model the masters

Bottom line is in any market, the key is proactivity and having your head in a positive place. If we wake up each morning deflated and defeated, don’t expect the day to get any better. Fret less about the results and stay focused on consistently doing the right activities, and the business will come. The question to be asked is who is ensuring that these checklists get done? Don’t expect people to be cheering about doing all of this, and having people “in their stuff”. Very few players on sports teams “enjoy” the coaches “in their stuff” during practices, yet all celebrate the victories. It’s time we went about posting some victories!

Jack makes some good points with these lists. Simple stuff, but it’s how well we do the simple stuff that counts