What Goes Behind a Great Sales Playbook?

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Jack Daly is a sales coach with over 25 years of experience. Throughout his career, he has helped six companies grow to hundreds and hundreds of employees nationwide. Jack is also the Amazon bestselling author of Hyper Sales Growth. On today’s show, he discusses what makes a great sales playbook.

Jack’s sales playbook has evolved over time. Why did he create this sales playbook, in the first place? Well, it goes back to the company that went from four people (Jack and three colleagues) to 750. His BHAG was to be the #1 mortgage company in Orange County, California. This was back in 1985, and he was suddenly faced with Bank of America, Countrywide Funding, Shearson American Express, and Wells Fargo as competitors.

Knowing the competitors he faced, he knew he needed a system and processes in place to help roll out his business model to other store locations as quickly as possible. This is how Jack’s sales playbook was first created. Over time, he noticed that, for most companies, systems and processes are pretty much non-existent in the sales department, and he slowly began improving his sales playbook to help others.

Jack’s largest sales force was 2600 sales people, and he would visit over 100 offices with the same mentality, “Sports teams are run better than most businesses.” There isn’t a coach out there who would put their players on the field without a playbook, yet most companies do not have a sales playbook. No sales playbook? This means each salesperson is making it up as they go and that is dangerous when you begin to scale up.

Interview Links:

“Good to Great,” by James C. Collins


Best Sales People are Canned: https://www.youtube.com/watch?v=lFVmTI4c6pE

Model the Masters: https://www.youtube.com/watch?v=WPyEurXKlkE

Prep=Performance: https://www.youtube.com/watch?v=LOccoh0dDFY


More Resources:

Scaling Up Business Growth Workshops: Take the first step to mastering the Rockefeller Habits by attending one of our workshops.
Scaling Up Business Website
Bill on YouTube
Gazelles Website


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Scaling Up is the best-selling book, by Verne Harnish and the team at Gazelles, on how the fastest growing companies succeed where so many others fail.My name is Bill Gallagher, host of the Scaling Up Business podcast and a leading business coach with a Gazelles. We help leadership teams to get the 4 Decisions around People, Strategy, Execution, and Cash right so that they can Scale Up successfully and beat the odds of business growth success. Our 4 Decisions are all part of the Rockefeller Habits 2.0 (from the original best-selling business book, Mastering the Rockefeller Habits).

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