Jack Daly started selling at seven years old. He was making potholders and selling them to mums and grandmums in the neighbourhood. Other kids were selling them, too. But Jack found a way to dominate the market for my product and even managed to charge twice what other kids asked. How did he become the sales superstar of his neighbourhood at the age of seven? He realised the key to sales is all about standing out from the competition.
This key lesson stayed with Jack throughout his career as a leading sales speaker and trainer, where he teaches street-proven sales systems and processes from over 30 years of sales and executive experience that anyone can use to become a sales superstar! These systems and processes have also helped him turn six companies into fast growing and profitable national firms, as well as lead successful sales team as large as 2,600 people.
As a CEO or business owner, I know you’re interested to learn the secrets behind creating a superstar sales team so your company can grow quickly and profitably. That’s why in this article, I’ll share Jack’s seven key systems he used to help numerous companies achieve hyper sales growth.
Superstar Sales System #1: Goals
When Jack was 13, he became a caddy at a private country club. At first he thought his job was to carry clubs, find balls, rake traps and such. But after a couple of weeks, he realized that these golfers all had nice cars, big homes with pools, and a lifestyle far better than Jack’s parents had.
Jack saw this as an opportunity to learn from these successful people — and that’s what he did, all summer. He peppered them with questions:
- “How did you become more successful than most people?”
- “What did you do differently?”
- “What would you not do again?”
- “What would you tell a 13-year-old who wants to be successful in life?”
Jack had a country club full of mentors who were taking a vested interest in his success. From them, one of the key lessons he learned was if you want to succeed, you need to have goals, AND a process and a system to ensure those goals take place.
The same thing applies when it comes to achieving hyper growth for your sales. You need to have goals. Lofty goals. Equally important, however, are the systems and processes you establish to ensure that those goals are reached.
Superstar Sales System #2: Marketing
Jack was once hired by a client in Southern California who had a mortgage company. This company had a terrific marketing program that made the phone ring regularly. They were using TV ads, newspapers, magazines, the Internet and direct mail — a wide variety of marketing methods to get customers to call about getting a mortgage.
You want to make sure you have a great marketing system in place in your company too so that your salespeople will have a constant stream of prospects to sell to.
Superstar Sales System #3: Business Development
While marketing promotes your company’s brand, product or service to attract prospective customers, business development identifies strategic partnerships and opportunities within and across segments or industries to achieve the same goal.
Both marketing and business development need to be done concurrently to maximise the number of prospects, customers, and clients your company attracts.
Superstar Sales System #4: Customers For Life
One of the fastest ways to ensure hyper growth sales is to focus on turning one-time buyers into customers for life. After all, marketing and business development to gain new customers is a lot of work. If you can turn new customers into repeat customers, you’ll only accelerate your sales.
Superstar Sales System #5: Referral Business
It’s important to get referrals and give referrals to achieve hyper sales growth. Let me give you an example.
About twice a month, Jack is contacted by sales managers and business owners asking him if he can help them design a new compensation plan for their salespeople. Years ago, he built some comp plans for his own company and for some clients. But he discovered he’s not really good at that. There are people way better at comp plan design than Jack is. In his database, he has three trusted resources on comp plan design.
Each of those calls asking Jack for help could mean money for him. He could register a sale, put the money in his pocket, and yet he’s telling them to go to that other guy. Never once has anyone come back to him and said, “No, Jack, we want you to do it.” His referral to someone he trusted satisfied all of them.
And six months or two years later, he’s likely to get a call back from that person who had wanted him to design a compensation plan. “Jack, we want to hire you to do sales training.
And that’s what Jack does. He made it happen. How many other firms do you think that person talked to about doing sales training for his company? Zero. They trusted Jack, so they only approached him.
Superstar Sales System #6: Entrepreneur Behaviour
When advising clients on how to recruit their sales team, always remind them that they can train people in the business; however, attempting to retrofit people into a culture is a Herculean challenge.
This is why it’s important to think “culture first, experience second.” When you invest considerable time and effort to nurture entrepreneurial behaviours in your sales team culture, everything else (including growing sales) becomes much easier.
Superstar Sales System #7: Culture For Success
A winning culture is an environment where your sales people are excited to get to work. It is the heart of your company’s success because it pumps vital energy to every part of your organisation. The right culture will make each and every person excited to perform their role and support your business growth.
When you create an environment where the workers actually enjoy what they’re doing, they’ll convey that enjoyment to the customer, and magical things will happen.
I hope you have enjoyed these insights. Have a great week, and stay growth-focused! Interested in hearing more? Call me on +61 408 748 980 or email me at
Best wishes,
Jonathan
PS: Whenever you’re ready, if you need support scaling your business and determining how to make things easier there are a few ways I can help.
- Schedule a call with Gazelles Scaling Up Coach and founder and chief adviser of Scale Up Growth Partners, Jonathan Herps.
- Find out more about how Scale Up Growth Partners can help you scale your business.
Scale Up Growth Partners is an Australian Business Advisory and Coaching firm that works with mid-market growth companies with revenue between $1M and $100M. We equip growth company leaders and executive teams with the knowledge and tools they need to scale their businesses. Scale Up Growth Partners purpose is to Grow Remarkable Leaders and Companies.
