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June 24, 2010 - ISSN# 1545-2646
2010 is half way over. 6 months remain to achieve the goals set out at the end of 2009. Where does your business stand?
As I interact with a variety of business owners and their staff it is concerning that on a daily basis, sales and staff resources struggle with consistently executing portions of their daily activities. It is not for a lack of knowing their jobs or expectations. It is not for a lack of putting forth a days worth of time. It is not even a lack of effort.
It appears that it could be a lack of fundamental execution on a routine basis.
Let me give you an example. I sat at the boardroom table during a sales meeting where sales reps and support staff discussed work activities, projects, due date etc. As the meeting progressed, I was amazed at how some of those present were not prepared to respond to questions or give details about projects. In some cases the lack of data or details was the result of not doing their discovery work with their clients or prospects.
Knowing some of the history with this business, I knew they had spent time and money having their sales team take some training from a third party company. This organization taught them a process to follow to collect and capture pertinent data to be used in their sales efforts. So it was not for a lack of process, knowledge or understanding.
So why such a gap in preparation or sharing of details?
Those involved are not executing the basics daily! The sales representatives are not completing the necessary documentation on accounts. Support staff are not asking or further clarifying data with additional questions. Too many assumptions or lack of commitment to digging for facts is present.
It does not require any special talent or capability. It does require forming the discipline to consistently ask and gather the necessary information so the best possible solution can be formulated based on facts not fiction.
Winners are not those people that can create massive one time splashes and be forgotten. Winners are those that form disciplines and execute the basics, day in and day out. They build their fortunes a brick at a time. Forming good consistent disciplines that are followed each and every time.
This week as you close out the first 6 months of 2010, look around your business. Where have shortcuts started to pop up and disciplines been pushed aside. It is these areas that are not just costing you added time and cost but are also deferring income and revenue into your business. There is still time to correct these issues and capitalize before the end of 2010.
Need help formalizing good discipline in your business? Give JKL Associates a call – 313-527-7945
Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945
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