Have you ever considered the cost of missed sales opportunities to your business? Now add to this the cost of advertising for all those prospects that you did not convert. Now multiply this by the number of years you are in business. How much opportunity have you and your team missed.
How many times have you heard people in your company say “i’ve got do to these appraisals with the team – its just a lot of form filling really but HR say we have to do it – what a waste of time” Should these people be give the responsibility of doing appraisals in the first place?
One of the challenges that solicitor firms face is lack of key skills in the areas of marketing and business development. The logical view would be that some of the solicitors themselves could take on more of the responsibility. That’s where the dichotomy arises.
In business, there is also a problem with too many spectators. Very few people really want to take on responsibility for themselves, let alone other people. Why is this?
If you own a business that depends on you personally for its growth, either in terms of technical ability or sales, then you will experience a challenge where your business will plateau or even struggle to survive? So what can you do about this?
Seems crazy – why would you go to all that trouble to hire the best person and not invest any or insufficient time in ensuring that they become productive for your business immediately?
We would all like to have a great business and we all talk of the frustrations associated with the good business, its overdependence on the owner to be there, slower growth than one would like, cashflow challenges, and too many hours being worked for the return being generated. And this is a good business? So whats the difference and how does one attain greatness?
Have you ever been accused of being arrogant? or Over Confident? How did you feel about it? Did you feel that you were just being assertive in your position? Its a common problem and if not dealt with can lead to problems in your managerial career, ones that will eventually cause your advancement to be limited.
Don’t get me wrong – there are lots of good and even excellent sales people out there that have never even heard of a sales process – there are very few really successful companies that continue to grow without one. Here are 5 reasons why a sales process is so important.
When we are caught up in the “busyness” of our business, we often fail to stop and take a look at our progress so far, our potential for growth. So why is everyone not doing it? The answer is lack of knowledge, lack of commitment to change and no focus on targets and results.
Most sports psychologists would have you believe that this is the case and in fact most sports superstars would agree. So why do so many business owners not train their minds for success?
Systems ran by people are what successful businesses are run you. How many systems do you have?
Well, I attended the Linkedin Training on Friday with Andy Gwynn. There were about 25 other attendees. Here are the top five things that I took away from the course.
How many times have you failed to do the most important things?
Take 1 minute to look at this video – then define what your frog is today.
Every team meeting is full of ideas on what the business needs to do to grow and prosper. HOWEVER, the instant that the change affects the individual team member, we get resistance, push back, obstinate behaviour, delaying tactics and in some cases in-subordination.
The biggest mistake that small business owners make from the outset in their business is that they do not keep score. And I do not just mean the money side of things.
We are so like children in our behaviour. We want everything now and we whinge we we do not get what we want. And it’s always someone else’s fault why your business is not working the way it should.
What type of client we would focus on? Why we would focus on them? How we would convert them to customers? Does your marketing plan answers everything that you need to market your business?
Your plan will guide your success and your ability to stick to your plan will determine the level of success you achieve. So why do so few people have a plan or ever create a plan? Why some business people don't even prioritise it?
A manager complained to me recently that the team she was responsible for were not doing what they were asked and they were all useless. What do you think is the problem between leading vs managing the team?
If you are involved in field sales, here are some guidelines when preparing your day, your week, your month and your year. Remember – Its How Hard You Work, How Smart You Work, You Dedicated You are, Combined with your Self Belief that will determine your ultimate success.
I was at the All Ireland Hurling final replay game yesterday. It was a great game, all the better because Clare won, but both teams gave their all. It was end to end, nail-biting stuff. I could ramble on with the cliches till the cows come home. But a few things stood out for me.
Arrogant people rarely add value to a team or company performance in the long term. They have little respect for other team members, suppliers and very often customers. Being arrogant is a decision that the person makes every day. They will continue to make this decision because they will feel it serves them well. Why?
Most small business owners invest very little time or money on training themselves or their employees. As a manager or owner of a business, training needs to form part of your weekly mantra to your team. Believe it or not, training will make your life easier and will deliver better returns to your business.
People hate to be sold things but they like to buy things. If this statement is so true why do retailers not understand this concept and implement it into their business as much as possible.
2 Boys aged 11 and 9 recently visited a local convenience store to buy some sweets. With no consideration at all for the number of customers in the store or consideration the 2 members of staff immediately decided that it was time to switch shifts – just because the clock said so. But do you know what it would cost you even your audience are the young ones?
I Know, I Know, I Know and therefore I am not listening… How many times have you had a discussion with a team member about their performance, conscious of the fact that they are nodding in agreement, but silently saying no?
Thinking of starting a business?
Excited about the prospect of being your own boss, making your own decisions and reaping the rewards of business ownership?
If you are in sales or if you run a business that employs sales people, you will be very familiar with the concept of targets, margins, quotas, bonuses and general activity. You will be even more familiar with the reasons and excuses spouted out when people do not deliver on the target. So how to improve your sales targets?
“I have told them a thousand times and they all claim they know what I want and they all nod in agreement” claimed a client recently “and they they go and do something completely different.” But the message was not communicated. So what to do about this dilemma?
The success of a business can often be determined by the size of issue the business owner worries about. To grow your business, you must start to think again of the possibilities, start to ask yourself “how” rather than tell yourself it is not possible.
Here are 7 skills/competencies that can really help you with your business.
Between setting up a new business or buying an existing one - which is a better option? Click here to learn more.
Looking around, there is no candidate expressing an interest in the role, nor can you see anyone that you think would fit the bill. So do you immediately recruit from outside?
So my suggestion of a business plan is like bringing your mother along on your first date with the love of your life – questioning your every move, looking over your shoulder, admonishing you for every wrong move, not liking your date because they are fearful for you...
Being in business can be frustrating. You seem to be making good sales, you seem to have the right margins and you seem to be growing but you are broke and the business is in danger of imploding. Check out these 6 tips on improving your cashflow.
If you own or run a business or sales team, you will be familiar with the daily requirement to generate new leads, create new business opportunities and start new relationships.
Have you ever completed a grueling week in your business, felt exhausted at the end of the week but had no financial gain to show for all your efforts?
As a general rule, people do not like change. Even if the outcomes of change will mean improved job satisfaction, better quality of life and in some instances, more money.
If you, as a manager or as a business owner ever find yourself say, “I would be quicker," you have a problem on your hands.
Business owners continue to be challenged to reduce their prices and in many cases reduce their margin. When the product you are selling is not a commodity, it is your responsibility. So actually what is this value, how would you define this concept?
We are entering a time in Ireland where it is getting trickier to find the right people. The Welcome Aboard Handwritten With Chalk On A Blackboardentry level jobs are easy to fill with a candidate that is right for the role.
Having a team gives you the opportunity to get leverage in your business. So how can you ensure that you become a good manager and leader. there are a few things that you can do, starting today.
Here are a couple of simple strategies that could really boost your turnover and profitability this year.
There are a number of reasons why people stay where they are. Is it bad? Not unless you're looking to improve yourself and your business.
If your business is not generating sufficient profit for you and your family, this article will change your mind and approach to your business.
People will judge you within a few seconds of meeting you. It is true, even for businesses. What can you do to make a good and lasting impression?
What happens when a customer walks in? Is your team ready to provide the best services? Are you ready to handle complaints?
No Contract of Employment – No Defence
No Employee Handbook – No Defence
No Job Description – No Defence
I meet a lot of business owners. Many of them are from very similar businesses, operating in the same markets, in the same business environment. But their results vary wildly.
Are you pushing back deals until after the summer or have you decided yourself that no business is conducted during the summer so you have given up marketing? You're doing it wrong. Never let your customers wait for you.
Whether your business depends on existing customers or you are out looking for new ones, sales are the lifeblood of any business. At the same time, it is the most challenging aspect of every Irish business. So what can you do maximise your profits? Who should be responsible for that?
As a business owner, it is important to keep focused on building a profitable company (with integrity). Sometimes profit can seem elusive, and even when you do make a profit, it can be hard to see the money anywhere. Here are some quick ways to improve profits and find the money.
As a business owner, it is important to keep focused on building a profitable company (with integrity). Find more bottom line profit in your business.
How many times have you heard a team member say that they have nothing to do with sales? How many times have you heard people say that they are not sales people?
As a business owner, it is very easy to get caught up in trying to do everything in your business. You do this for a number of reasons.
I have been working with people who have trade businesses for the past 15 years. While each business is different in its own way, there are many similarities.
Many people think that the secret to more profits is working harder and longer hours. But here at ActionCOACH, we have used a different technique for over 25 years.
Price is never the only thing. If you think that it is, you will always be challenged to make money in your business because you are focussing on a single factor. Let’s look at how you can differentiate.
Setting out your stall… Why would someone buy from you? People rarely lose on price alone.
That’s where marketing comes in.
Too often people scoff at the idea of sales targets. They claim that it makes no difference whether they have a target or not. This is no way to run a business.
Many are very successful but some fail to get off the ground at all. For the less successful ones, the goals and objectives are set because that’s what they are supposed to do. People blame lack of discipline for not achieving their goals, but is it though?
When the cost of disengaged employees is calculated and demonstrated in a live environment, the drive to implement long lasting change becomes clear and pressing. Training is not the answer, surveys are not the answer (they may provide some information), memos and images on the walls do not work – a program of engagement with long lasting feedback, control and measurement does work
The cost of these hiring mistakes can sometimes be catastrophic for businesses. Not every great team member has the talents needed to be a great manager. Leading others, supervising people and getting the best from people is not something everyone understands and focuses enough on.
The press, the unions, many employees feel that they should be paid more. So we have a situation where employers are frustrated with the return they get from the team and the employees are frustrated by what they are paid. So, who is to blame?
The single biggest issue facing employers and managers today is dealing with team members who have become dis-engaged. This can lead to frustration, hostility, poor performance, stress and being forced from a company that may be very important to you. It all start with better coaching - for your employees and YOU.
Whilst very few (high disengaged) team member come to work with the intention of bringing your business into disrepute, the fact that the remaining group of dis-engaged team simply do what is expected of them and no more. As a business owner, it is your responsibility to create and nurture a culture of engagement, involvement and exceeding expectations.
There is nothing more frustrating for a business owner than watching a highly disengaged employee slowly and systematically destroy the company they have build over many years. It’s scary, it happens and the feeling of helplessness that exists is palpable.
When you ask the same 100 business owners why they have not followed up on the quotes and the proposals, the generally say that they have been too busy or that the prospect will call back if he wants to do business. This is not always the case and business owners are losing money on the back of this belief.
When new team members join a small business, they are very often abandoned and left without guidance. This can be very dis-concerting for the new employee and can also be uncomfortable for the employer who may have great expectations of their new team member. So what can you do?
Your company story can simply be a chronology of events in the past based coupled with your ambition for the future. What shaped you, what is shaping you now?
Employers may have to deal with issues like this on a regular basis from a number of different employees. They tolerate it without addressing it. They do not have to and must take action quickly. So what can you do?
We want all clients to have a very clear picture of where their business is at, at any item. That’s part of our coaching process at ActionCOACH.
When the “Pause” button was pressed on most businesses in March, many of us wondered what life would be like when we returned. But many took it as an opportunity to reflect on their business, what they were doing well and what they need to improve.
The management team in any organisation is critical to the success of the business. We find through our coaching that business owners very often neglect to look after their management teams, often taking the for granted because they spend so much time in the trenches together.
Have you ever hired a new team member and then found yourself regretting the decision within weeks of the new team member starting? You are not alone. So what went wrong? Whatever the case, the blame lies firmly on your lap and thats a good thing, because you can control this and fix it as well.
A very good way of seeing whether you are achieving results on a daily or weekly basis is with the introduction of Key Performance Indicators (KPI’s)
If you do have a sales team, you need to understand the cost of the sales team and the sales required from that team member needed to justify their existence and what they need to generate for the company.
Driven business owners, keen to get to the next level in their business, keen to achieve the next goal, very often come unstuck because they neglect one of the critical parts of their business build – MASTERY.
Adding a team member to a small business is not something that should be taken lightly. Not only will it change the dynamic of the team, it may also change the culture of the team – if you allow it to happen.
I am truly responsible for my actions, the outcome that my actions will bring, and own everything that takes place in my work and my life.
Commitment is one of the critical building blocks of your success personally and in business.
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