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Hyper Sales Growth: Street-Proven Systems & Processes. How to Grow Quickly & Profitably.

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Format: Hardcover


Description

Jack Daly is an international expert in sales and sales management, bringing 30 plus years of field proven experience from a starting base with CPA firm Arthur Andersen to the CEO level of several national companies. A deep dive into three critical areas includes: 1. Building a winning culture in your business. The thrust here is creating an environment in your business where your employees don’t begrudgingly come into work, but rather are excited to be working at your company. If we get the culture right, everything else in our business will be easier. If we don’t get it right, all else will be hard. 2. Sales Management. The emphasis here is on recruiting top performers, coaching, training and building a high performance sales team. A Sales Manager’s job is not to grow sales, but to grow salespeople, in quantity and quality. They in turn will grow your sales. 3. Sales. Here are the systems and processes that top performing sales professionals are using to separate themselves from the rest. Winning new customers, growing the ones they have, and differentiating themselves from the competition. It’s about identifying the key activities that need to be performed on a daily basis, proactive pipeline management, creating perception of value, leveraging the internet and employing an effective touch system. Read more


Publisher ‏ : ‎ ForbesBooks; First Edition (April 22, 2014)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 199 pages


ISBN-10 ‏ : ‎ 1599324385


ISBN-13 ‏ : ‎ 88


Item Weight ‏ : ‎ 14.4 ounces


Dimensions ‏ : ‎ 6.2 x 0.9 x 9.1 inches


Best Sellers Rank: #211,599 in Books (See Top 100 in Books) #415 in Sales & Selling (Books) #1,430 in Business Management (Books) #1,833 in Leadership & Motivation


#415 in Sales & Selling (Books):


#1,430 in Business Management (Books):


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Top Amazon Reviews

    • Direct and Actionable Advice
I’ve seen Jack speak three times. Second time I’ve read the book. I’m having our exec team read currently as well. This is not high-minded theory, but direct actionable advice. It works.
Reviewed in the United States on October 11, 2022 by Vince V.
    • Very informative with essential recommendations
-A tutorial filled with great advice for building a great sales force. The author has built up several businesses and is now a speaker who teaches others how to improve their sales. -He covers topics ranging from how to inspire your workforce; the proper use of the sales manager’s time; the proper culture in the workplace; the purpose of the sales call, etc. Although it may seem that many of these topics have been covered in the past, they’re presented differently from what you would have imagined and there’s great logic behind the reasoning behind each action -For example, the author opens by citing the 3 sins of management with regard to sales that must be avoided, but are often committed. *The first is when the CEO or owner wears the hat of sales manager. For the owner to involve him/herself in the day to day prevents him from getting involved in the important decisions that would affect the company as a whole. The sales manager position should be a full time job for one person. *Another sin is to take the best salesperson and make that person Sales Manager. Just because someone is a good salesperson doesn’t make that person a good manager. What you’re doing is removing a person that happens to be very good at sales for your company and putting him into a position where he has to train others, but not everyone is a good teacher. *The worst sin is when the best person is made a sales manager and that person must continue to book business. -Another great idea that was presented is for the salesperson to examine his earnings. First, the salesperson should compute his/ her annual pay. Even though most salespeople receive some type of commission based pay, assume it’s then an hourly wage and figure out how much you earn per hour. Then look at the breakdown of the things that you do and figure out if the acts that you do are worth the hourly wage you’re getting paid. Is it possible for someone else to update certain records, or file , or make airline reservations? If so, check to see if it’s cheaper to have someone else do those jobs so that you can focus more on the things that bring in money. -There’s a long list of great suggestions that cover many different area of being a manager and you’ll find yourself filling pages with notes. In addition, there are links to web sites to get more detailed information for certain topics, as well as book suggestions for writers that the author himself has learned much from. All of these ideas will become part of the arsenal of your organization to get the most out of your sales force. ... show more
Reviewed in the United States on June 15, 2018 by Ezra Josef
    • This is Jack Daly
Jack Daly certainly has a strong personality (one of a "driver": assertive and moved by logical decisions, as opposed to "analyticals", "amiables" and "expressives" and it shows in this short book that is almost a conversation… It is as if you are listening to one of his workshops to CEOs, entrepreneurs and salespeople with all his emphasis and enthusiasm. This is a straight-to-the-point, down-to-earth kind of book, with many practical examples of Daly's own experience as a successful salesperson: from building a strong, fun corporate culture in which employees can immerse and forget that they are actually working to small details like having a "moneybag" with stamps, photo cards and envelopes to make an impression on your prospects). Clear advice for salespeople increase sales (leverage to make more money with less work and call on the right people) and for sales managers to a better job with her team (hire slowly, fire quickly and... Always hire!). HS was written by 2014, and the section about the Internet and technological resources (to leverage sales, of course) have not aged well (does anyone remember Plaxo?), but that is because Daly is totally honest about what has worked for him in his experience at the time. It is like your friend talking about a new app that helps her do something cool. So even that is entertaining, because Daly is always energetic, when he talks about personalized stamps, golf, the difference between customer and client, corporate culture or even his tough training for an Ironman competition. This is Jack Daly! ... show more
Reviewed in the United States on January 20, 2022 by Regis
    • Big picture business strategy, interesting practical sales tactics and a structured process to achieve.
I am recommending this book to four kinds of people: CEOs/ business owners, Sales Managers, sales people and business thinkers, each for a different reason. After you read this book, one of the things you'll understand is that the first three should never be the same person (a sin I am currently committing). CEOs will find very compelling advice about structuring the sales function properly and how to fit it in the context of a well functioning organization. They will find not only high level thoughts on vision, culture, systems, processes, planning, and strategy, but very specific tactics and ideas on how to simply and effectively implement them and how to effectively measure the return of these implementations. It will also show CEOs how to properly recruit, select and evaluate the sale management team. For sales managers, this book should be invaluable in designing the sales function, selecting the sales force, recruiting the winners, coaching, teaching, motivating, compensating and measuring the results of the sales force. It will also give sales managers a great perspective into their role in building a company's culture and helping the CEO and the COO grow the company. The book is full of big picture ideas and philosophical guide-posts to help sales managers evaluate the difficult trade-offs they usually face, but it is also full of specific, practical ideas on how to effectively execute the functions of a sales manager. And for sales people, the book contains very unique and memorable techniques to create relationships with customers. One big differentiator of this book, is that the author's approach to sales is very honest. Unlike the traditional "always be closing" model of the hard sales techniques, the author recommends a "transfer of trust" model. He shows specific practices that enhance a salesperson's results both in the short term and long term, and they are not the trite techniques of other books. They are so original, that they'll truly help a salesperson differentiate herself from the competition. And for business thinkers, this book is not an abstract thesis on management, nor a soft, touchy-feely book about "laws of attraction", and the platitudes of most business-management gurus: this book tackles, from all angles, and from a holistic perspective, one of the most important functions of a business. This book is about non-obvious, specific methods to accomplish the main goal of growing the sales and profits of a company, within a well thought-out management philosophy and business structure that allow, promote and enhance such growth. ... show more
Reviewed in the United States on April 23, 2014 by Andres Jaramillo

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