What do you think?
Rate this book
Hyper Sales Growth: Street-Proven Systems & Processes. How to Grow Quickly & Profitably.
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
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.
A deep dive into three critical areas
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.
199 pages, Hardcover
First published March 16, 2014
81 people are currently reading
501 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 22 of 22 reviews
April 7, 2024
Good book on sales. Easy to read. The two resources your competitors can’t copy are people and culture.
September 7, 2016
Jack Daly is a character. I listened to the audiobook for this and he read it himself, which added a lot of depth to it.
I highly recommend this for medium and even small businesses. I don't have a sales team for my business yet, but I absolutely loved hearing his ideas so I know how to do it right when I do start hiring a sales team.
In the meantime, this book has drastically changed how I manage my current team, sales team or not. I started this book, expecting it to teach more external tactics to bring in sales, but this book is all about internal tactics to get your employees to perform their best. I was delightfully surprised, and inspired to start implementing his ideas right away.
I highly recommend this for medium and even small businesses. I don't have a sales team for my business yet, but I absolutely loved hearing his ideas so I know how to do it right when I do start hiring a sales team.
In the meantime, this book has drastically changed how I manage my current team, sales team or not. I started this book, expecting it to teach more external tactics to bring in sales, but this book is all about internal tactics to get your employees to perform their best. I was delightfully surprised, and inspired to start implementing his ideas right away.
June 15, 2018
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.
-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.
February 2, 2022
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. All that is just... 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. All that is just... Jack Daly!
August 23, 2018
It is a good and quick lecture which explains you that sales are not as difficult as one thinks. It is all about create a bond of trust and to make sales something personal one has to work with everyday all the time to achieve good results. It is like everything in life, if you want results, go and work hard to achieve them.
May 23, 2020
Book in a sentence: Great book, great sales growth guy with useful tips, told through stories given by lots of experience in sales and sales management.
Key lesson learned: Three indispensable factors in building a successful company: 1. you need vision, 2. key people in key spots, 3. develop thriving business culture.
Key lesson learned: Three indispensable factors in building a successful company: 1. you need vision, 2. key people in key spots, 3. develop thriving business culture.
October 26, 2017
This is a book on sales management that focuses on building a winning organizational culture in your sales team. It is fairly broad strokes, but has a good follow-up in Jack Daly's next book, "The Sales Playbook." Recommend you read this first, then that one to get the maximum value.
June 3, 2018
Highly recommended!
Dead on effective with invaluable practical insights on selling and demystifying powerful sales principles and tools. I wish I had read it years ago to save some avoidable mistakes in building sales teams.
Dead on effective with invaluable practical insights on selling and demystifying powerful sales principles and tools. I wish I had read it years ago to save some avoidable mistakes in building sales teams.
August 8, 2019
Sales guru
I really enjoyed reading this book, it’s very easy and takes you with real life examples. Highly recommend reading this book if you want to improve sales performance in your company
I really enjoyed reading this book, it’s very easy and takes you with real life examples. Highly recommend reading this book if you want to improve sales performance in your company
October 11, 2022
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.
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.
July 18, 2024
Excelente libro para pequeños empresarios que quieren empezar a dejar que las ventas dependan del dueño. Y puedan formar un equipo de ventas para poder ser un ceo, no un gerente de ventas o vendedor
November 7, 2018
My manager suggested i read this book as a new hire. LOVED IT.
December 20, 2019
Must Read
I still learned a lot ! a must read not only.by salesmen out there but mostly by managers and entrepreneurs..
I still learned a lot ! a must read not only.by salesmen out there but mostly by managers and entrepreneurs..
January 15, 2020
Weak book
Basics which bit experienced salesman already know. Good read if you are just starting you bussines, o work as salesman
Basics which bit experienced salesman already know. Good read if you are just starting you bussines, o work as salesman
June 13, 2020
Quick read - some useful tips for people supervising sales people and sales process
January 16, 2017
Если применить все, что написано в этой книге, то у вас будет идеальный отдел продаж.
April 7, 2023
First half is how to run a team or business and the second half is more about individual growth
November 17, 2019
Fast paced like the author. Concentrates more on Leadership
November 28, 2015
Hands down best sales and management book I have read in my 30 year real estate and new home sales career.
March 11, 2017
Took me a long time to finish
April 4, 2017
great book if you look over the narcism of jack daly - culture based team building.
April 11, 2017
Boek dat lekker vlot leest, met praktisch toepasbare tips uit de ruime saleservaring van Jack Daly. Je moet wel een beetje door de zelfverheerlijking van Jack heen lezen, maar dat zegt ook wel iets over zijn uitgesproken karakter.
Niet elke tip is 'Rocket science', maar de verzameling aan onderwerpen en voorbeelden inspireert en zet aan het denken over toepassing.
Niet elke tip is 'Rocket science', maar de verzameling aan onderwerpen en voorbeelden inspireert en zet aan het denken over toepassing.
Displaying 1 - 22 of 22 reviews