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How often do you ask yourself, "how and where can I make the most impact in the least amount of time?"
This is a great question - and one most people don't ask themselves often enough. We often spend our days lurching from one crisis to another. Constantly firefighting and reacting to our day...
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Is it really time to invest in your workforce now? Or perhaps it's time to practise self-control, batten down the hatches, tighten the belt, etc? Sadly, people development is frequently the first thing to be postponed in hard times.
Even if some people's budgets are undoubtedly tighter, I believe it is now more important than ever to demonstrate to our teams that we value them by supporting their growth. BUT... "Good to Great" by Jim Collins is a book that explores what it takes for a company to transition from being a good company to a great one.
Here are my top lessons and big ideas from the book: "Here’s the deal, my friend: Profit is not an event. Profit is not something that happens at year-end or at the end of your five-year plan or someday. Profit isn’t even something that waits until tomorrow. Profit must happen now and always. Profit must be baked into your business. Every day, every transaction, every moment. Profit is not an event. Profit is a habit." - Mike Michalowicz, Profit First
Yes! Here, here! I totally agree. 😀 Whilst the above quote may seem a little like common sense, as we know common sense is not always as common as you'd think... Great end game goal but NO performance goals!
In other words, a ton of thinking / planning / plotting / mapping / dreaming / vision boarding goes into creating SMART goals for the year, and not nearly enough 'who does what by when.' Your performance goals are the specific steps you or your team will take daily, weekly, monthly, and quarterly to ensure that you will achieve your end game goal, and are planned AND measured weekly. (Ideally with someone external holding you accountable.) Waste not, want not!
Many years ago I ran a B2B sales business where we would sell for companies that didn't have a sales force. At one point we were selling advertising for various companies and it was during this time that I first started thinking about business coaching. I remember one company who'd just spent 50k on yellow pages advertising and didn't know how many sales they'd got from it! WTH? I was astounded! How could you spend that kind of money and not know whether it was giving you a ROI? I came across this type of scenario over and over again. I began to understand that most people start a business because they are good at a particular trade or job but that doesn't make them good at business. I really don’t like waste. I'm like the Waste Detective! 🤔 Who has heard the phrase... “Sales are the lifeblood of any business?”
Yes, that statement is true but the strength of any business comes from building genuine, win-win relationships. People just don't want to feel like they are being sold to anymore. I find it interesting that the majority of business owners and entrepreneurs I meet have either never received ANY type of sales training or are still rolling out their 80's sales techniques! 📚 Most have never even attempted to learn how to increase their sales conversion rate through reading a book or watching a video. Many salespeople are unaware of their conversion rates! One of the key areas I coach business owners in is sales skills. And by sales I mean - professionally helping the prospects to buy what they need, want and can afford. Sales conversion rates after sales training have been known to triple as a result!! Here are the top 25 sales blunders. Have a read through to make sure you are not doing any of them! Did you know that research shows that your new team members first day on the job can have a huge impact on what they think about working for you and how long they will stay?
Sadly, a lot of organisations and businesses don't get this right! It seems that if you are lucky you'll get a half assed induction and if you are not, you'll get enough information to scramble your brain by 11am! It's either a case of too much too soon or not enough. The first day of work is an experience worth investing in. In fact, let's take it back a step - the weeks leading up to the first day can be equally important to how someone feels on their first day... |
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