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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

I recently read about this concept in a great sales book called Fanatical Prospecting by Jeb Blount.  It’s a great book if you need help with prospecting.

 

These three things are the only ones you have control over in your business.

We often get upset about all kinds of things and, yet, when it comes down to balance, these are the only three things you can control. 

And these are the 3 things you should be spending your time, effort, and energy on.

 

 

So today I want to briefly explore each one.

 

First one is action.

Action is what you do.

Most people today, and I hate to say it, are part of the 95% that only think about doing it.

Everybody today wants to think about doing it.

And days, weeks, months, years, and decades can go by while you do this.

 

I am working on a new book which is slated for release in the fall, on decision making.  One of the major teaching points in the book is a call to stop thinking so much and to start just making decisions.  You will be amazed at what this will do for your life.FrontCover

 

A decision means that you are going to do something.

To start doing something.

If people today, in business and in life, would just start taking action instead of spending their life thinking about stuff, they would end up accomplishing 10, 20, and even 100 times as much.

 

But people think about it instead of doing it.

 

Number two is your reaction.

Your reaction can put you in the slow lane.

 

It really doesn’t matter what they did.

It really doesn’t matter that they ticked me off.

I still have my job to do.

 

What can I do about it?

I see people come in, and whine.

Oh, my football team lost this week and I am so upset.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

Who cares?

Your reaction should be, “Who cares? I don’t have a nickel in it.”

Let’s move on.

I’ve got to move forward with the important stuff that really matters.

The customer just quit.

OK, 

Now what is your reaction going to be?

Are you going to get them back?

Or are you going to replace them with another customer.

Stop whining about it and do something.

 

The third area is your attitude.

And you all know that I speak all the time about attitude, attitude, attitude.

And yet people do not understand that attitude is the biggest driver you have.

It defines what you do, when you do it, how you do it, where you do it.

And what kind of success you have.

 

If you believe you are not going to get there, you won’t.

I believe Henry Ford said it first.

 

Yet if you believe you will make it, you will.

If you believe there are going to be 200 roadblocks, look up, they’ll be there.

 

Believe and move forward.

 

The worse that could happen is that you could be wrong.

Then believe in the next point and keep on going.

 

Can you understand these three points?

Do you understand what I am trying to get through to you?

 

These are the three things.

If you can get these three into your process you will be amazed at what you can do.

 

If you want to learn more and are ready to make it happen, then get into my coaching program.

Watch this 18 minutes and 8 seconds of inspiration.

 

 

 

That will drive you.

Get into the program.

If you want to be a super star then get some help and we will teach and push you to make it happen in your life.

 

Stop thinking so much and start moving.

 

Thanks,

 

 

Everyone In Your Organization Must Sell!

Posted by Manny on June 4, 2017
Posted in Leadership 

Yes, I do get an extreme amount of push back on this statement.

Me, I am not a sales person, that is not my job!

(I hate that line.)

 

Yet, how many of you have listened to the commercial on Pandora or another source where a person was just robbed and they call a security company.

 

The victim is very distressed about their house being robbed and is looking for some answers to get a security system.

A girl comes on the phone and says, “Oh, sorry wrong department and then passes the call on.  Never even says a thing to the person.”

 

What is wrong with this picture?

 

What would you do if you were the person who made the call?

 

But more important, what would happen if this situation came up in your organization, would anyone answering the phone help the prospect?

 

I wrote the book a few years ago entitled, “All People Who Work For Me Are Selling.”

Available on Amazon at:

https://www.amazon.com/All-People-Who-Work-Selling-ebook/dp/B00K870VCW/ref=sr_1_7?ie=UTF8&qid=1496606997&sr=8-7&keywords=manny+nowak 

 

After I kept hearing this commercial, I figured out that this is still a problem, so I wanted to share one of the chapters with you today.

 

Do all your people have a positive attitude about your organization all the time?

 

 

Attitudes are contagious. Is yours worth catching?”
                                                ––Anonymous

 

Do all your people talk positively about your organization?

 

On the job?

Off the job?

 

At the soccer, baseball, football field?

Ever hear people complaining at work?

 

How about at the soccer field?

 

What happens when someone talks badly about a company?

Does it matter that you were just thinking of talking with him about business?

 

Did you just change your mind?

 

I love soccer, but soccer parents can be ignorant at times. Yet, do you know how much potential business is right there, no matter what industry you are in?  

 

Don’t forget the saying: “It’s not what you know but who you know.”

 

 

Attitude

 

Here are some stories of how people act off the job:

 

Story 1:

Joe:      I hate my job. The company really sucks; it takes advantage of us.

 

Mary:  What business are you in?

 

Joe:      I’m a sales person for a software development company.

 

Comment:

Mary’s sister was just looking for a company to handle a half million-dollar software project.  Too bad Joe will never hear about it

 

 

Story 2:

 

Kathy: Hey Jerry, how are you doing today?

 

Jerry:  Good, but not happy with a new client we are working with.  They are such a pain, always wanting everything perfect.  They are just going to have to deal with almost perfect.

 

Comment:     

Guess what company Kathy’s brother is running?

 

Story 3:

 

Sandy:              Hi Joe, how are you doing?

 

Joe:  Busy working. I’m building solutions to help companies do better, make money and grow.  It’s exciting.

           

Comment:     

Sandy’s sister is looking for help. Do you think she will remember Joe?

 

Are your people’s eyes and ears always open?

 

Are they thinking about where they work?

 

Are they looking for business for you?

 

If not, why not?

 

Wouldn’t it benefit you?

 

Your people are around potential customers for you every day.  Yet, if they are not looking out for you, you lose so much business.

Why aren’t they looking out for you?

 

Because they don’t care?

 

Or because they feel you don’t care?

 

Wouldn’t it benefit you if your people brought in leads?

 

These three stories are just a start.  If you are in the consumer home service business, construction, plumbing, electric, or whatever field, think about how much your people can do for you, just by having the right attitude.

 

President’s Story

As the owner, president or senior partner in charge of a business you might have many jobs and tasks, but you need to remember there are two tasks above all else that you have to do.

 

First, you must have a vision for the company. You have to know where you are going to take this company. Otherwise, why you are doing it?

 

Second, you must share the vision with all those you work with. Do you realize what impact employees can make if they work for a positive leader?

 

How does the attitude in your organization stack up?

 

 

Bill Gates (founder of Microsoft) brought in beds for his people to sleep in.

They slept and worked and slept and worked, sometimes leaving only once a week. Now I call that dedication. Would your people do that for you? If not, why not?

 

If they did, wouldn’t that kind of dedication make a difference?

Wouldn’t that kind of dedication take your company to new levels of success?

 

What vision have you laid out for them? If I ask your people to explain your company’s vision, could they tell me?

 

Have someone outside your organization ask them. The answers will be revealing.

 

Rule No. 5

Attitude is a 24/7/365 job.  Make sure your people are always talking positively about the company. You set the example, and they should follow through.