Hyper Sales Growth - #bookperweek2019

My first book for Q4, 2019, Hyper Sales Growth, was written by my mentor Jack Daly. Jack was the man responsible for opening my eyes to what it took to be a real sales leader and eventual business leader. For almost 15 years, I have followed Jack's guidance and teachings. When I heard about Hyper Sales Growth, I was beyond excited for its release and have now read this book four times.

Hyper Sales Growth is unique as it is written by a guy who created his strategy through trial and error at real businesses. You can feel the amount of time, money, and tears that has gone into each unique approach offered in this book. It is why I find myself coming back to this book so many times.

Now a unique thing that I did do while reading Jack's book this time was I read a second book along the way. It is the "workbook" that goes along with Hyper Sales Growth called, "The Sales Playbook." So yes, I am about to review two books and not just one in this article. Sorry!

The Sales Playbook is the step-by-step process to take what Jack talks about in Hyper Sales Growth and puts it into action in your business right now. Many of these items I have been using for a very long time, but there are a few new gems that I do want to mention here.

Before we jump into the new stuff, I did want to first share the quote in this book that changed my life 15 years ago.

"A Sales Manager's job is not to grow sales; it's to grow salespeople in Quantity and Quality."

- Jack Daly, The Sales Playbook

This quote has been my north star in leading every sales organization I have been involved with. Up till now, it has help guide so much of my decisions on hiring, processes, and systems, which I thought was everything. Then in the sales playbook, Jack provides us with a "Sales Management HPA Checklist." A method to evaluate our sales managers' ability to ensure they are focused on the highest performance activities possible. Something that helps aligns the actions of a sales manager is always one of the hardest parts of building any sales organization there is. (It is important to note he also has an HPA checklist for sales guys which I have used for years.)

The other item I took from reading both books was a role-playing game Jack taught me years ago that helped take my first ever sales team from generating $7500 /month in new revenue to over $30k /month in revenue in 35 days. This role-playing model helps salespeople practice, uncover, and collaborate with the best sales practices. Something every sales team should be doing so they are practicing on one another rather than with your costly leads!

Overall I would encourage any person to read this book if you are in sales or not. In the end, sales provide the fuel that makes the business run. Knowing sales is critical to any leader's longterm success and why I am such an avid reader of sales-related books. If you are going to read Hyper Sales Growth, I STRONGLY encourage you to go ahead and buy The Sales Playbook as well. The Playbook puts everything together in such a practical manner to implement it into your organization immediately.

To Your Success & Prosperity!

Michael McMillan