“The way people are organized in a business enterprise can have a critical impact on overall operating effectiveness, efficiency,
and in turn, bottom line profitability.” Eric Flamholtz
“Why do I need an organizational chart?” I was asked by a Company President. ”We only have 10 people!”
“Well, that’s true.” I replied. ”Let me ask you a few questions though, as way of an explanation. How serious are you about getting back in control of your business?”
“I’m serious about change. Is that the answer you were looking for? We can’t keep going the way we are going. I’m overwhelmed keeping up with everything.” was the reply.
“I get it.” I said. ”Have you thought about what the company needs to look like to consistently meet the needs of your customer better than anybody else? Have you thought about what the business would look like if it was really hitting on all cylinders?
“No.” the Company President answered. ” I’m putting out fires all day long and doing the work that needs to get done. I don’t have time to do anything else.”
“I get that too.” I said. I continued, ”Are standards and responsibilities clearly defined for each role, not just each person? And are the accountabilities clear as well? These make sure everybody is doing what they are supposed to be doing in order to best serve your customers, both internally and externally.”
“Well, kind of, sort of” was the answer. ”I have it mostly in my head. Except not to the extent you just described.”
“This is the reason you feel like you are losing control and overwhelmed” I wanted to scream!
The following are UNIVERSAL LAWS.
It is not enough to just know them or be familiar with them.
When they are mastered, you will know with certainty that you will accomplish all that you want.
It doesn’t matter if you don’t believe in THE LAWS. They are still always at work.
It doesn’t matter if one day you stop believing in gravity. If you go to the top of a 10 story building and jump off of the roof, you will always go down.
I recently presented on this topic at a Toastmasters International conference to a standing ovation. The full presentation is available below.
Here are THE LAWS:
Competition is at an all-time high, regardless of industry.
That’s a fact. You and your people might experience this in difficulty securing prospect meetings,
competitive bidding on new sales and repeat business, and (hopefully not) lost sales to another company.
So professional sellers need to do something to set themselves apart.
Here is a paradigm shift which can’t help but lead to more sales if applied:
Problem FINDERS do better than problem SOLVERS.
The most important thing a seller can do is find the right problems to solve.
Mastering this requires learning how to ask better questions. Not better pitching.
Asking better questions starts with the questions you ask the face in the mirror.
A few examples are: Continue reading
While working with a client on implementing a meeting and information flow routine, I realized that this is an important discipline all high performing organizations have, regardless of size. So I decided to share!
I took this from “Mastering the Rockefeller Habits” by Verne Harnish. (A great read by the way!)
There may be some things that you can add to what you already are doing which would be beneficial.
I would suggest talking with your leadership team about how this might benefit you. If it’s a “GO”, make a decision on how to implement ASAP.
Most importantly, make a COMMITMENT to stick with this for the long haul. You don’t want to be viewed by your employees as leaders who start an initiative and then allow everyone to slip back into their old ways. This will make any future continuous improvement efforts you have much more difficult if they are viewed as a “flavor of the month.”
Meetings: A routine to set you free!
Predictable winners are those who have established a rhythm and a routine of having meetings.
How will you make your quarterly goals if you aren’t driving performance monthly, weekly, even daily?
Regular meetings with key people allow you to talk about new opportunities, big picture concerns, and bottlenecks as they arise.
Daily Meeting-An Imperative
Here is a powerful statement:
“Today, being the customers first choice is the only remaining source of competitive advantage, and competition is fierce. To win, companies must be obsessed with their customers, focused on understanding them, and engaging with them better than anyone else.” Jon Miller-Marketo.
I bet you would be thrilled to be the first (and only) choice of all your customers, both current and prospective. If you believe that being the first choice is the source of competitive advantage, than your strategy for the remainder of the 4th quarter and 2014 should be developed as follows:
(Warning: This is WORK! It will take TIME and EFFORT!)
Be obsessed with your customers BETTER THAN ANYONE ELSE:
- What would this look like for you?
- What would your customers say this would look like to them?
- What are you currently doing now?
- What would your customers say about what you are doing?
- What can you do to add value to your customers business?
- Get your key people together and brainstorm ideas on being more obsessed. Then implement your top 3 ideas. (Or more!)
Be focused on understanding your customers BETTER THAN ANYONE ELSE :
Here are 5 obvious truths:
1) Successful people have successful habits
2) Unsuccessful people have unsuccessful habits
3) Habits are seen in behaviors and behavior never lies
4) Your habits determine your past, present, and future
5) If you want your business to change, you must change your habits
Take a few moments to answer these questions regarding your habits.
- My sales and marketing habits have…
- My time management habits have…
- My leadership habits have…
- My communication habits have…
- My work habits have…
So, are your habits helping or hurting your performance and your organization?
The good news is that you can replace bad habits with positive habits which can move you in the direction you want.
I can help you identify which behaviors need to change and show you how to build a proactive plan for the future of your organization and for you.
I’d be happy to meet with you to talk about where you are, where you want to go, and what are the rocks in the road, so to speak. I promise, you will leave with at least one thing you can do to move towards achieving what you want with more certainty.
If you are serious about what you will achieve in the last 10 weeks of 2013, message or contact me today: email@example.com . You will be glad that you did!
*Adapted from Gary Ryan Blair
Here is a powerful concept for you, one which will help you and your organization reach new levels of achievement, production, profit, and success. It is the concept of RIGHT ACTION.
RIGHT ACTION is:
The RIGHT PEOPLE
Doing the RIGHT THINGS
In the RIGHT WAY
At the RIGHT TIME
For the RIGHT REASONS
To get the RIGHT RESULTS
What more could be asked of you if you were consistently taking RIGHT ACTION?
If your organization is not achieving what you set out to for the year, one or more of the pieces of right action is missing.
Networking is a great way for Entrepreneurs and Professional Sellers to generate leads and get appointments with prospects. More leads- more appointments- more sales. The formula is pretty simple.
Why then are so many not taking full advantage of the networking opportunities they have? I hear a lot: ”I’m just not a good networker.” That’s an attitude issue which has a fairly simple fix. Change your thoughts and believe something different!
Another reason is lack of skills and knowledge. That’s a simple fix too! It involves learning networking best practices and applying them. When you learn something new, you can do what you were doing better. Better actions lead to better results.
Networking can take many forms. While these principles apply to most networking opportunities, I am primarily addressing the networking mixer in this article.
I’ve broken networking “to do’s” into 3 time frames:
1) Pre event
2) During event
3) Post event
I’m not going to tell you what to do. I’m going to share with you what I do. It will be up to you to decide what you will do.
Before getting into the event details, here are two of the best definitions of networking I’ve come across and three fatal errors to avoid:
1) Networking is an attitude involving building relationships and resources. A positive attitude is everything. In the bigger picture, its an approach to life and not just a thing to do. Your attitude toward networking will impact your results. If you would rather not be at an event, do one of two things: Don’t go or change your attitude. Choose to go and make it a positive experience! It may pay off big time! I just had a networking connection turn into a $15,000 sale. I think that’s pretty cool.
2) Networking is a method of accomplishing goals through the power of synergy and teamwork. The goal of building networks is to contribute to others. It requires a shift from focusing on yourself and your needs to the Joy of Giving. I regularly give referrals to colleagues in my network. They think that’s pretty cool! Continue reading