1. Turning Vision Into Reality

2. ENTREPRENUER INSIGHT
Vision 2.

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

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

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

6. Two Basic Foundations
Systems and Processes 2.

7. Two Basic Foundations
Systems and Processes
2. Leverage

8. 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)

9. 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

11. 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

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

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

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

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

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

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

23. Jack Daly Breakout Session
“Continuous Self Destruction”
Visioning!

24. “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

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

26. IRONMAN LESSONS LEARNED
For copies of this presentation contact