A summary of things you should know about Hyper Sales Growth according to Jack Daly:

Introduction

In this episode Jack Daly gives a deep dive of his book, Hyper Sales Growth where he shares his street-proven secrets to achieving rapid sales growth and profitability.

In his book, Daly walks you through his step-by-step process showing you how to build a winning culture in your business, effectively manage salespeople, and maximize the speed of sales growth. The goal of this book is to create the best sales organizations in the industry with unprecedented growth and a lot of very happy customers.

This book is perfect for entrepreneurs who need help taking a sales organization to the next level by helping employees sell more effectively and profitably.

The Book’s Unique Quality (2:43)

What makes this book unique is it covers how to create a winning culture, how to build and grow a sales force, and how to sell. If you want to grow your business Hyper Sales Growth is the book for you.

The Best Way To Engage (3:18)

If you are a sales person you can jump to the 3rd section in the book which is all about sales. If you are a business owner or an entrepreneur you should start from the very beginning. If you are a sales manager you should read the 2nd and 3rd part of the book.

The Reader’s Takeaway (14:09)

If you are a CEO, Entrepreneur or owner I would tell you that the biggest takeaway is to understand you have the job of getting the vision right, putting key people in key spots, and then spending the lion share of their time in building a winning culture.

The big takeaway from a sales manager’s standpoint is to spend a whole heck of a lot less time in selling and rather spend your time in building your sales force in quantity and quality.

The biggest takeaway for sales is the playbook I present in the book. There isn’t a sports team out there that would have any shot at winning their game without a playbook and without being prepared and yet the majority of sales people are without a system and a process.

A Deep Dive Into The Book (4:32)

The first section of the book is about culture. I tell every business owners and entrepreneur that if you get the culture right everything else that goes on in your company will be a lot easier but if you don’t get the culture right than everything is hard. Culture for me is creating an environment were people who work in the company don’t get up begrudgingly about going to work but rather get up excited about work. As a business owner and entrepreneur, if you can create this environment, you will have a competitive and sustainable advantage. The majority of companies out there have a culture by default rather than a culture by design. The four key ingredients to building a culture are recognition systems, communication systems, personal and professional development processes, and empowerment processes.

The second part of the book covers sales management. I believe that a sales manager’s job is not to grow sales; it’s to grow sales people in quantity and quality. If you grow sales people in quantity and quality they in turn will grow your sales. This section is the playbook that a successful sales manager should use in scaling their sales force in quantity and quality. It’s about minimum standards, tracking performance, getting rid of the non-performers and recruiting the best sales people that are out in the marketing place.

The third section of the book is sales and that is winning new customers, growing the ones you have, and differentiating yourself from the competition. We need to figure out the system in process that will give you the greatest competitive edge. In this section we discuss backward thinking which is all about putting goals in writing, having a system of measurement, a system of accountability and identifying the key activities that you need to do each day before you go home in order to be affective. I also discuss the importance of having your head on right because 50% or more of success at sales is a head case. And lastly I talk about proactive pipeline management which is all about taking prospects and converting them in to customers and then converting them from customers in to clients. And we do this by virtue of a touch system.

The next section of the book we discuss building an affective touch system. It takes nine touches before the prospect even knows you exist as a sales person. Most people quit at five or less and if your touches are all about you, your computer, product or service, you will blow it because people do not want to be sold. So we need to design our touch system with a variety of different ways we touch someone. Once we have decided the mechanisms with which we are going to touch our prospects, customers and clients, then we need to decide the frequency with which we are going to do that. From there we teach how to create perceived value. In the book we discuss not only the need to create perceived value but also how to go about creating that perceived value.

Notable Quotes From The Book (16:27)

“If you get the culture right everything else that goes on in your firm will be easy.” – Jack Daly

The Credibility/Inspiration Of The Author (0:39)

I am a serial entrepreneur. I started selling at the age of seven, owned my market and charged twice the price of everyone I competed with. At age 12 I built my first company, age 13 I had five employees and that’s when it came to me that I knew what I wanted to do when I grew up which was be an entrepreneur. I built six companies in to national firms, sold two to wall street and all were fast growing and highly profitable. For the last 20 years I have been teaching companies and people in sales how to higher grow their business.

For years I have been asked when I was going to write a book and I just never got around to it due to time. I finally decided to sit down and write it with the great help of my publisher.

Other Books Recommended By The Author (19:21)

Endurance by Alfred Lansing

Scaling Up by Verne Harnish

More Information About This Book and The Author

Buy Hyper Sales Growth by Jack Daly

Visit JackDaly.net to learn more about Jack, his book, newsletter, and coaching

Follow Jack Daly on Twitter and Facebook

More Information About This Episode

Download the full transcript here (coming soon)

Listen on iTunes, Stitcher , and SoundCloud

Related books: Exponential Organizations by Salim Ismail | High Profit Selling by Mark Hunter | Profit First by Mike Michalowicz

Relevant advice and tips: 7 Reasons Why Your Sales Skills Suck

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Wade Danielson

Wade is a 4-time serial entrepreneur and is the Founder/Host of The Entrepreneurs Library. With a long time passion for reading books, Wade created an online resource and podcast for entrepreneurs who love to read personal and business development books. His long-term goal in life is to start an entrepreneurial home schooling program for children of business-minded families.