Tuesday, December 14, 2010

'Tis the Season

So this is Christmas.

It's the time of year when the flyer pile in the mailbox is enough to jam it open and spill onto your front porch. Advertising is highly competitive as charities and not-for-profit organizations kick in campaigns against commercial enterprises; everyone is vying for your extra dollar during the season when they know there is a greater chance that you will be spending money on more then just essentials.

From a business perspective, this is undoubtedly the season of spending. An optimal time to encourage people to explore the path of generosity (and indulge themselves while they are at it). A thousand signs, posters, Twitter messages, emails, flyers, radio and television commercials, and any other conceivable means are devised to attract your attention. Some businesses thrive solely on holiday spending to make up for losses incurred in other seasons of the year.

So how do you come out on top in this rapid firefly of advertising and competition? How do you keep your business on top in the milieu and confusion and onset of crowds of people that are openly looking for the best deal? How will your business handle these conditions and survive the current economic climate; better yet, how will your business boost its profitability and dominate its market in the new year? It's a buyer's market - why will consumers come to your door, and keep coming back in the future?

At ActionCOACH, we offer business owners the knowledge, tools, and skills they need to succeed. We offer the support, clarity, and third-party perspective that gives you the competitive edge. A franchise built on real-world experience, testing and measuring, continual adaptation to meet the changing needs of businesses around the world, ActionCOACH has the ability and means to increase your profit margins and drive your business to new heights of success. We have a proven system of expertise that works. It's business owners like you that joined with ActionCOACH and took their company to the top. You can, too! Make this season the beginning of a new era - and look forward with hope in a fantastic future for you, your family, and your company. This will be the best Christmas yet ...

Friday, December 3, 2010

To Be or Not To Be

Take the pains required to become what you want to become, or you might end up becoming something you’d rather not be. --Donald Trump

Look around you. Is this where you imagined yourself ten years ago? Is this the house, the family, the car, the lifestyle you had in mind? If so, congratulations! If not, why not? Where did you turn aside from the things that mattered to you and made concessions that have led you to where you are today? Because contrary to a popular belief that life just happens and we ride the waves as they come, where you are today is largely a product of your own choices. Perhaps your priorities changed; maybe an unanticipated life-altering event occurred that was completely beyond your control; perhaps you simply decided that what you originally wanted isn't what you really wanted. The reasons aren't essential at this point. What is essential is that you take a pitstop on the road of life to decide if where you're headed is where you want to go.  Let's take a lesson from an old childhood classic - Lewis Carroll's Alice in Wonderland:

"Cheshire-Puss," she began, rather timidly, as she did not at all know whether it would like the name: however, it only grinned a little wider.
"Would you tell me, please, which way I ought to go from here?"
"That depends a good deal on where you want to get to," said the Cat.
"I don't much care where---" said Alice.
"Then it doesn't matter which way you go," said the Cat.
"---So long as I get somewhere," Alice added as an explanation.
"Oh you're sure to do that," said the Cat, "if you only walk long enough."
We can all keep on walking, but someday we may discover ourselves in a place we never intended to be. It's time to discover the power of goal-setting. At ActionCOACH we believe in setting a course, evaluating progress, and ensuring we are moving in a positive direction. Where you are right now is your starting point. Where you want to be is your end point. It's time to plot the course that will get you there. Start building your dreams. Start reaching for those goals. This life is the only life you've got - the only chance at success. Learn why planning is so important, and then put that knowledge into action. It's time to live that dream and be that person. If you don't do it now, when will you do it?

Saturday, November 20, 2010

Ownership

We all know it: "If you keep doing what you're doing, you'll keep getting what you're getting." We firmly believe this to be true at ActionCOACH. Whether your behavior and attitudes are positive or negative, productive or unproductive, you'll get consistent results for your consistent actions. And while consistency is important, let's shift the focus away from that part of this principle and focus instead on "you."
Let's examine another one of the ActionCOACH 14 Points of Culture:

Ownership
I am truly responsible for my actions and outcomes and own everything that takes place in my work and my life. I am accountable for my results and I know that for things to change, first I must change.

The key to positive action and growth in your life and your work is YOU. Nothing will change for the better until you do. There are several tools that ActionCOACH uses to help business owners establish where they are at and how that relates to where they want to be. Today, make your bucket list - write down 100 things you want to do before you die. Establish what you want.

Brad Sugars says, "In order to have, one must do, ... but in order to do ... one must be!" The next step is to establish a system of learning and growth for yourself. Just like we said before, nothing will change until you do. You won't get what you want until you are willing to become what it takes to achieve your goals. For business owners, this often means a period of accelerated growth and learning that will effectively change them and their corporation. At ActionCOACH we use forms to track processes like these - for example, check out the Personal Learning and Achievement Log. If you don't know what it is that you don't know yet, start by checking out the business books referenced in my library (on the right side of this blog). Check out the Business Tools offered by ActionCOACH, as well as the Business Library. Put yourself on the road to your dreams by expanding your wealth of knowledge and skills, and by setting milestones to map your progress. In time you will be able to look back and see where you have been. And look forward to where you are going to end up. Those dreams are within your reach - begin today by taking ownership and establishing your system of growth to achieve them!

Wednesday, November 3, 2010

Abundance

At ActionCOACH, we have 14 Points of Culture. Today I'd like to talk about the fourteenth:

Abundance
I am an abundant person, I deserve my abundance and I am easily able to both give and receive it. I allow abundance in all areas of my life by respecting my own self worth and that of all others. I am rewarded to the level that I create abundance for others and I accept that abundance only shows up in my life to the level at which I show up.

Let me illustrate this point with a personal experience:

A woman is waiting patiently while the clerk rings through her purchases. At the completion of this process, the clerk tells her what she owes. In response, the woman offers her debit card. The clerk puts the card through, only to have the sale return incomplete. There is something wrong with the card. Before the woman has time to be flustered, the next customer in line steps forward and offers to pay for the woman's purchases with their own card. For a moment, both the woman and the clerk stare confusedly at the customer. The customer is completely unruffled, offering their card and suggesting that the clerk ring through their own purchases as well and add them to the current total. The clerk gains control of her surprise and takes the customer up on their offer. The woman is astonished, but starts to offer her gratitude in several expressions of surprise and thankfulness. The customer simply smiles and says, "Enjoy." The woman, still marvelling and thanking the customer, gathers her purchases and walks out.

Is their any confusion about the principle of abundance shown in this example? Abundance means there is enough (and more) for everyone, and from our own gratitude grows a desire to share what we have with others. When we act on that desire we start a ball rolling. Was there anyone in this experience that didn't remember it clearly that evening as their spouse or friend asked them how their day went? Was there anyone that didn't stop for a moment to evaluate what happened, and ask themselves why a complete stranger would suddenly become involved in another's life and make it that much better (even if only for a moment, with one purchase suddenly and unexpectedly paid for)? Everyone should have taken a moment to quietly celebrate in their own hearts the principle of abundance. Celebrate it today - give what you have to give to someone who could use it. No strings attached, no begrudging the gift - just celebrate. Be the one to show the world the meaning of abundance.

Friday, October 29, 2010

The Scoreboard

How would you like watching sports without a scoreboard? No score, no comparison; no one wins, no one loses.

Coaching is not just for sports; and neither is scorekeeping. Once you've established KPIs for your team, it's time to pull out a scoreboard and start watching the game. Get a big whiteboard and write everyone's KPIs on it (owners - you too). Put it somewhere that everyone can see it. Start marking actual performance versus targeted numbers on a daily basis, and watch the game come to life. When you see a discrepancy in the actual vs. targeted numbers, you know where you need to up your game. It's what we call "variance" - and it's the opportunity to modify an aspect of your business to achieve better performance.

When variance is present we need to find out why it's there. If someone is not meeting their targets, have a group huddle to strategize and adjust things accordingly. Keep that KPI up there until your variance is within acceptable levels or is eliminated. If the team is consistently meeting their targets, the KPIs should be re-evaluated. If your goals sit still, so will you and your business.

Have fun watching your business moving forward, but don't forget to let the team celebrate their wins! When someone achieves their KPIs and real growth happens, celebrate! You're winning the game!

Monday, October 18, 2010

Key Performance Indicators (KPIs)

A Key Performance Indicator (KPI) is exactly what it sounds like - a number that indicates the performance of an individual or an organization in a key task.

For an excellent look at KPIs in the real world, let's turn to the sports industry. How many times on television have you seen the photo of a professional player with a list of numbers next to them? Every minute detail of that player's performance is carefully tabulated, averaged, compared, and grossed into the team's overall performance; this performance is then carefully tabulated, averaged, compared and modified as the season goes on to determine playoff standing, probability of yearend final standing and the possibility of making history. Every one of those individual stats contributes to a larger number that translates into predictions, player swaps, and the future of teams as a whole.

Coaching is not just for sports - and neither are stats. Every player in a business is part of a team that is shooting for common goals, and their KPIs (personal stats) will translate into team stats; these, in turn, will help indicate how well a business is meeting its objectives.

If someone on your team is having a difficult time developing personal KPIs, have a sit-down with them. Talk about the top five things they do each day and the top five things they do that generate the most revenue for the business. A business runs on time and money, so developing KPIs based on these fundamental resources makes it easy to see the affect of individual's tasks on the business as a whole. Take three of those tasks and make them measurable. A salesman could develop a KPI based on number or dollar value of sales. A process worker could develop a KPI based on how long it takes them to accomplish their task. Once these tasks are identified and scaled, you have a list of trackable, measurable KPIs. (on a sidenote - this is important! Everyone is responsible for certain tasks, and therefore certain KPIs. No KPIs appear where there is no specific performing player! ie: every KPI should have a name attached to it.).

Develop KPIs this week - get a clear idea of how well you are performing. Start keeping stats, and stay tuned for the best ways to use your KPIs to get measurable/quantifiable results ...

Thursday, October 7, 2010

Thanksgiving is the season

While I live in Canada, I have many family members and friends in the United States. That means I spend several weeks talking about Thanksgiving, since these holidays occur in these countries one month apart. My family is currently gearing up for the great Thanksgiving weekend, while down south they are headed straight into Halloween hoopla. It's never a bad thing - there are so many things we should be grateful for, and the longer we give focus to what we already have, the better off we are to achieve goals.

It sounds ironic, I know. But try it out. Take a few minutes to write down at least five things you are truly, honestly thankful for. Maybe it's your spouse. Maybe it's your car. Maybe it's your favourite coffee mug. It doesn't matter to anyone but you - this list is personal and it should include anything that comes to mind that stirs the feelings of thankfulness in your heart. Take as long as you need to get five things down. Then think about where your head and heart were when you began, and where they are now that you've taken some time to consider things that really mean something to you. If nothing is changed, you need to rethink your list. Realizing that we already have some pretty amazing things in our life invokes an emotional response that is essential to a mindset for achieving new goals and ambitions. It all starts with a little humility and gratitude. Start today to make thankfulness a part of every day. Add to your list, create a gratitude journal, or simply stop every time you take a drink to consider something that is truly wonderful in your life. You'll be amazed what this little drop will do to the big pool of everyday emotion and attitude.

Wednesday, September 29, 2010

A great opportunity for growth

Considering my last post, I thought about skipping over this particular experience.  But let's face it - it opens up a whole new world of inquiry!

I was out shopping for some miscellaneous articles of furniture and finally found what I was looking for in an unexpected location. When I went to the counter to pay for the pieces I selected, I had a saleswoman that was very friendly and talkative. However, it became apparent very quickly that the computer system wasn't cooperating. She begged for my patience and understanding as her computer processed her clicks at a snail's pace. After waiting another length of time, I suggested that perhaps there might be another method to make the sale - perhaps a paper form where she could simply copy my information and process the actual sale later. She said she didn't think there was an alternative method. Another woman came from behind her and pulled out a form for her to fill out. She was surprised, slowly took up a pen, and sat staring at the form as if it was an alien scroll. She started filling in the most straightforward information; before she could finish asking me for my first name, my wife interrupted and took the pen, simply saying it would be quicker if she just let her fill in the blanks. The saleswoman easily relented and actually seemed grateful, and my wife had the form complete in seconds. The saleswoman then hunted about for product number and miscellaneous details. This whole experience was starting to seem a bit surreal. At this moment, the saleswoman casually looked up from filling in price numbers and asked, "What is the rate of sales tax these days?" I stared at her, unable to register if she was joking or not. I couldn't believe my ears. I think I managed to respond and we left as quickly as we could.

I am still ... flabbergasted. Are there really businesses out there whose salespeople are asking customers for basic information? Stop and think about it right now. If you don't know what your business is doing at this end, find out. Test and measure. Access feedback. Does your sales force need training? Get them trained. Get them confident. Get them knowledgeable. That will get your product moving. Don't hamstring yourself by a force that doesn't know what they are doing. Give them the answers and they will get you the bottom line.

Wednesday, September 15, 2010

A sale as slick as satin ... and just that comfortable.

Brad Sugars "says a salesperson should be one of the highest paid people in every company, sales is the engine room of your business ... nothing happens until a sale is made ... get focussed on sales and the rest will take care of itself ... time to make a sale ..."

This goes perfectly with an experience I had a couple of weeks ago.  If salespeople were the engine of the business I encountered, then that place is a steam train that nothing can stop.

I was browsing real estate sites for properties located in another country.  I saw some truly beautiful estates, and was pleased with the thorough information and photos that were provided by the website.  But nothing prepared me for the phone call I got that afternoon.

"Mr. David Green?"  I thought I was in for another survey, another sales pitch, another telemarketer.  Instead, I was introduced to the realtor owning the website I had used to look at properties.  He was the epitomy of courtesy and genuine interest as he explained that he was aware of the real estate that I had been searching and would be happy to answer any of my questions.  We talked for a while, and I realized in short order that he knew in meticulous detail exactly which features I had spent the most time examining.  He elaborated on the value of the properties I had looked at by expounding on demographics, conveniences, and the general layout and feel of the surrounding communities.  He had even spoken to the neighbours, and had complete contact information in case I wanted to talk with them personally.  I was impressed.  We talked a little longer, and he explained that he had also contacted and arranged for appointments should I want to visit the various schools that would be available as options for my children, as he had gathered from my browsing habits that family was important to me.  At this point, I have to admit, I would have liked to shake his hand.  A more intuitive, adept and genuinely courteous salesperson I have not met in a long, long time.  Hats off to this man, gentlemen!  He had an effective means of watching and tracking interest in his product, he was well-versed in all the aspects that might interest his consumers, he delivered his information in a smooth, concise, and perceptive manner, and finished it with an impressive plan of action that made the sale as slick as satin and just as comfortable!  This man swims with the sharks of the sales world ... and probably leads a pack.

Saturday, September 11, 2010

I am pleased to present ... business as usual.

I am pleased to present this blog as a forum for discussion surrounding my favorite topic - business. In short, ladies and gentlemen, this is a place to take entrepreneurial efforts to another level of analogy, synergy, and distinction. Here we will examine the people, places, positions, and personal experiences that come together on the playing field of the world's economy. Business has become a global organism that morphs and squirms and slips and struts.  So let's poke at it and watch what it does.