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The ACCOUNTABILITY Challenge for Today's Business Management
In today's 24/7 driven business word, accountability is becoming a more critical issue for every business owner, manager, executive and salesperson. The challenge is to realize that accountability is just not a single issue, but an issue with many supporting elements. To maintain and thrive as an accountable individual first requires overcoming the fear to embrace these elements and then a plan of Action to ensure that YOU are an accountable individual. Action What action or actions did you take or not take and why? Since many individuals have been conditioned not to take action or are stuck in "analysis/paralysis," accountability suffers because no specific action has been taken. Commitment Are you truly committed to doing what it takes? As a good friend and mentor once shared that the U.S. has a multi-billion dollar diet food industry. However, he continued "If individuals would engage in walking 30 more minutes each day, drink 8 glasses of water, reduce their daily food intake and avoid known fatty foods, would they or would they not lose weight? The answer is yes there would be weight lost. So, why is there a multi-billion dollar diet industry? The answer for most simply lies within the level of commitment of those individuals. Choices Are you making good choices such as prospecting, networking or professional development Growing your business is directly dependent upon the choices that you make. Are your choices growing your business or limiting your business? Opportunities Are you creating new possibilities for success? With so many ways to build your business, what opportunities will generate for you greater success? Look at each networking event as an opportunity to enhance your business. Set goals for meeting new people. Analyze the outcomes from those events. Consider forming strategic alliances with others to improve your business results. Understanding Do you understand yourself? Are you aware of your own strengths and feelings? Do you know how to leverage those strengths? How do you deal with your feelings? By better understanding what you what, what behaviors will help you achieve your goals, how you feel and what values are necessary to maintain your credibility, will bring additional benefits to your business as well as to yourself. Numbers What are your weekly numbers? The old adage goes if you can't measure it, you can't manage it. Today's technology provides a variety of tools to help you manage your daily performance numbers. By developing your own baseline for success such as 100 dials equals 20 contacts creating 10 appointments delivering 2 sales, you establish some mental boosters to help you stay focused and motivated. Time Are you making the most of your time? Time is a fixed commodity. By using down time, the time between appointments or phone calls, you can greatly enhance your results. For example, you can write 5 more emails, read 5 more pages or file 5 more pages. Alignment Are your actions in alignment with your purpose? Do you know what your purpose is? Your purpose along with your vision, values and mission statements act as filters and help you to make better decisions. For if the pending issue is not in alignment with your purpose, why are you even considering this issue? Building Behaviors Is your accountability a one time thing? Inconsistency derails many individuals and organizations. "Walking the talk" is critical to building a culture where you are respected for your demonstrated actions. Accountability then becomes your friend and not your foe. Internalization Are you working from the inside out? To be truly accountable, means that your actions are coming from your inside convictions and not just from some recent external event. Internalization also helps to strengthen the consistency of your actions. Learning Do you view failure positively or negatively? John Maxwell in his book Failing Forward explains how failure is an opportunity for success. If you permit failures to drive your behavior, you have lessened your own likelihood for success. Each day should present to you a new learning experience from which you can grow both personally and professionally. Integrity Do you demonstrate your values at all times? For example, will you take action when you know a situation is wrong or will you ignore the situation because you don't want to lose a sale? Team How can you help others be more accountable? Today, proactive teamwork is a greater part of American business. Teams help achieve greater success, but sometimes team members lack some of the necessary skills. We often hear of the 20% of the team doing 80% of the work. Are your behaviors helping others to be more accountable or are your behaviors allowing others to shoulder more of the workload? YOU Bottom line, it is all about YOU, no buts, no excuses! Leanne Hoagland-Smith is President of ADVANCED SYSTEMS, The Process Specialist. With over 25 years of business and education experience, she partners with her clients to connect the 3P's of Passion, Purpose and Performance to affect sustainable change in 4 key areas: financials, leadership, relationships and growth & innovation with a variety of industries. Her ROI solutions align the strategies, systems and people to develop loyal internal customers leading to loyal external customers. She is the co-author of M.A.G.I.C.A.L. Potential:Living an Amazing Life Beyond Purpose to Achievement due for June 205 release. Leanne also speaks nationally to a variety of audiences. Please call Leanne a call at 219.759.5601 or email leanne@processspecialist.com if you are seeking sustainable results for your business or yourself. Copyright 2005 Leanne Hoagland-Smith, http://www.processspecialist.com Permission to publish this article, electronically or in print, as long as the bylines are included, with a live link, and the article is not changed in any way (grammatical corrections accepted).
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Careers and Employment A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers As a previous owner of a Franchise I know the importance of maintaining employee commitment, loyalty and enthusiasm in maximising customer satisfaction, generating positive customer perception and protecting your investment. The Art of Sales (And Tips On How To Manage Your Sales Team) Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it. Overcoming Sales Objections for Small Business Networks Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients. 3 Ways to Increase Your Sales Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the residential property management services he and his brother provide should interest more people, but he wasn't having any success getting attention or generating leads. Leadership Lessons for Sales Managers Leadership, like class, is hard to define, but easy to spot. All Small Businesses Need to Gather Community Intel How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look. Lets discuss some ways to gather intel for your community based marketing efforts. Project/Program Management Best Practices for Success in ANY Industry! Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to contribute to a 60% and better, project/program success rate! STOP THE MADNESS-MANAGE AND CONTROL PROJECTS Beyond the Golden Rule There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale. Discounting Your Way Into Sales Oblivion I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen. I'll bite my tongue until it bleeds, before I say the word. The Effective Executive What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose. Small Business Marketing: Overtaking Your Competitors Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile. Keeping a jump ahead of the competition means knowing precisely what they are up to. Here are some tips to help you stay one, if not several, leaps ahead. The Top 5 Issues Facing VPs of Sales A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy) Train a Winning Sales Team: Rounding Third and Heading for Home Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training. Raise Your Fees Overnight! Do you want to make more money? Sales Forecasting For New Businesses Sales forecasting is the process of organizing and analysing information in a way that makes it possible to estimate what your sales will be. This Micro Module outlines some simple methods of forecasting sales using easy to find data. Books containing simple and sophisticated techniques of forecasting sales can be found in libraries and business oriented book stores. How Many Salespeople Should I Hire? One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100 sales people if all you can possibly sell this year is a million dollars if everything goes right. So how do you decide how large a staff you need? Sales Pipeline Forecasting Is There A Better Way? To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision. Want to Increase the Amount of Business that Your Firm is Getting? Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place. We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies. As he looked out at the fifty seven faces staring back at him, time seemed to stop and everyone was motionless. Bills mind wandered. This wasn't a nervous reaction; it was more of a reality check. How to Beat the 80/20 Rule in Sales Performance -- Part 1 Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?
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