Turning Vision Into Reality

ENTREPRENUER INSIGHT Vision 2.

ENTREPRENUER INSIGHT Vision 2. Key People; Key Spots

The 3 Sins of Sales Management 1. CEO/O = SM 2. BSP SM 3. BSP SM + S

ENTREPRENUER INSIGHT Vision 2. Key People; Key Spots 3. Culture

Two Basic Foundations Systems and Processes 2.

Two Basic Foundations Systems and Processes 2. Leverage

Two Basic Foundations Sales Leadership Playbook: Sales Systems & Processes Playbook: Rank sales staff performance and deal with poor performers Goal setting One on Ones with each Sales Professional minimum monthly Key activities ID Sales Meetings twice monthly minimum Key activities tracking & measurement Recruiting basket of at least 20 we are courting Pipeline management Recruiting courting process built around a touch system Time management Recruiting interviews ongoing Inspect the baskets (pipeline mgmt.) minimum monthly Leveraging Web 2.0 Inspect key activities of Sales Professionals Objection ID and responses Progress reviews at least quarterly Question guide- what and when to say Training, training, training, to include: Role practice, joint calls, training calls, coaching calls and building a success guide Differentiating from the competition processes Inspect monthly the Sales Professionals touch system Proactive database leveraging Recognition activities ongoing Recognition systems for prospects/customers/clients Rewards systems ongoing, including contests Compensation plans review twice yearly Key account focus New hire orientation Unit performance management (Actual/Plan analysis) Senior management interactions (proactive/reactive)

Key Books Exponential Organization Ismail Start With Why Sinek Steve Jobs Isaacson Elon Musk Vance Scaling Up Harnish Make Big Happen Moses What Really Works Joyce

followed the same 5 Step Plan ... Virtually all followed the same 5 Step Plan ... approached priorities in exactly the same way ... shared progress with colleagues approached rapid growth in the same way, time after time ... had tremendous flexibility and freedom in the areas of life and work that were most important to them

“If you can’t explain it simply, you don’t understand it well enough.” Albert Einstein

STEP ONE: YOUR SECRET WEAPON (do you have what it takes?)

STEP TWO: DESIGN YOUR PATH (where are you going?)

STEP THREE: YOUR PLAYBOOK (do you have it?)

STEP FOUR: YOUR KEY PLAYERS (are they a team?)

(where is the cheerleader?) STEP FIVE: THE HEART (where is the cheerleader?)

Jack Daly Breakout Session “Continuous Self Destruction” Visioning!

“Lessons Learned over 30 entrepreneur years” (I wish someone had told me that!) 1. Grow not run the business 2. Important vs. urgent 3. Relationships rule 4. Make change your ally 5. Cheerleaders have more fun

Change? Try Revolution! “If the change inside your organization is slower than the change outside your company, the end is in sight.” - Jack Welch

IRONMAN LESSONS LEARNED For copies of this presentation contact jennifer@jackdaly.net