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A key to preventing peaks and valleys
If you are a business owner, you have probably heard the saying, “Work on your business and in your business” many times. In other words, balance your focus and activities in a way that keeps you on top of serving your clients while generating new sales opportunities.
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Values and principles: An important distinction
Whenever I am coaching, principles and values frequently come into play. Since they are so important, I want to draw a distinction between the two:
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Set appointment first: Qualify second
If we want to increase our sales, the most important thing we need to do is increase the number of face-to-face visits we have with qualified prospects. When consultants come in to companies and assess why they have low sales, insufficient sales activity is usually the root cause.
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Leaders know how to read…people
One of my clients had an “Aha” moment yesterday. These are what coaches live for. It is that point in time when our thinking makes a shift, and from that moment on, we feel ourselves moving with a renewed sense of clarity, confidence, and purpose. My client (Ken) was talking about his top technician, and how this person always seems to find fault. I looked at Ken and said, “He’s a technician. You pay him to find things wrong!” Ken stopped, his eyes twinkled and he said, “I never thought of it that way. All this makes total sense to me now”
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Poker and Priorities
Have you ever worked hard on what you thought was an important project only to find out that it wasn’t that important? If you have, you know how demoralizing that can be. Unfortunately this situation is quite common. It is also costly in both team morale and efficiency.
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