Your options when a team member underperforms…

So you’ve got a team member who is not cutting the mustard. And like many other business owners, you have avoided the issue for too long. And now its starting to cost the company money. And more importantly, its costing you money. So what can you do?

Well, there is a lot that you can do. You can act quickly and get a result thats good for all. There is a good deal of learning to be done at the same time because if you do not learn, history will repeat itself.

You must be a great leader in your business and you will attract great people.

Firstly, you’ve got to answer this question. Did you hire bad people or did they get bad since you hired them? Either way, the problem is still yours. Quite often, the hiring process is overlooked so this is a good place to start irrespective of outcome. Take it slowly.

Back to the underperforming employee. before you begin the process of fixing or firing youve got to have a few things in place. This is because if things go wrong, you need to be compliant.

1. Proper contract of employment – This is a very simple one page document and is for your benefit as much as the team member.

2. Job description – outline in detail what the role entails and more specifically what you expect from the team member and how performance will be appraised.

The standards and levels of commitment required by SME companies are rising and its not ok just to turn up for work and expect to get paid. So this needs to be outlined to the team member from the outset and right through their career. This does not mean that work becomes difficult, it just means that people know what they have been hired to do and by doing that, it will help them in their career as well.

It’s OK to challenge someone if their work is not up to scratch. Its OK to challenge someone  if their attitude towards their work, their work colleagues, their bosses or their customers is not what it should be. Its costing the business owner money every time.

It may be that they need to talk about an issue and  maybe you can help. It may be that they have other stresses in their lives – You need to know that but you do not need to fund that for an extended period. It may be that they are unfilled in their career and they need a new challenge – You may need to help them with that.

Remember that sometimes people need to step outside their comfort zones and and make a change for themselves. Sometimes, you as a business owner have to accelerate this process. Are you ready? Call me on 087 222 0720 to discuss.

How to get more sales in your business

If your business is suffering from a lack of sales, you have a number of options:

1. You can work more hours!

2. You can get better at selling!

Which option carries the most appeal for you? When you consider that the number 1 reason for business failure is burnout, it would seem that far too many people opt for the “work harder” approach. Why is this? Is it because they are afraid to look closely at themselves and their approach to selling and marketing. Are they in danger of getting caught in a rut.

If you own a business, your mantra should be:

“work harder on myself than I do on my business”

If you adopt this as your approach to business, it will cause you to learn more, challenge yourself to explore better ways of doing this, cause you to consider leverage in your business, stop you from being the busy foll and ultimately will lead you to success.

Many business owners make the fatal mistake of not improving their business as time goes by. They may change their products and they way the make the product but do they change their approach to customers and sales, their approach to their team. The answer is no.

If your business needs more sales, ask yourself this question. – How many sales do we make from every 10 enquiries that we get for our product or service. Ifs its less than 6, then you need to work on your sales process.

If you business need more enquiries because your conversion rate is great, then thats all about marketing and understanding who you are targeting and how to get to them.

To make sure that you maximise the return that you get from your marketing and sales, contact Derek on 087 222 0720 today.

How Well do you Sell Yourself? The 12 x 12 x 12 Rule

If you are in business and it’s success depends on your ability to sell, then you may need to take a close look at yourself because peoples’ perception of you will directly reflect the success you achieve.

Consider the rule of 12 x 1 2 x 12

1. How do you look from 12 Feet Away

  • How professional do you look – do you reflect the best in your industry
  • How do you hold yourself and how do you walk – What does your physiology say about you?
  • How aware are you of your surroundings and how present are you?

 

2. How do you look from 12 Inches

  • How is your greeting and handshake 
  • How is your attitude and does it reflect your positives or negatives. Will people want to spend time with you
  • How focused are you on what is going right in your life?
3.What are the first 12 words that you say?
  1. Every professional must be able to present themselves succinctly to the point that what you say, triggers a question from the person you are speaking with.
  2. Your message must be simple and not contain more than 1 or 2 items
  3. Your message must be relevant to the other person in the conversation.

What’s your conversion rate?

If you currently spend any money on advertising, STOP. What’s your conversion rate?

Your conversion rate is the number of new clients/customers you get compared to the number of enquiries you get. For example, if 10 people contact your business and you do business with 2 of them, your conversion rate is 20%

Consider this…

If you knew how to increase your conversion rate you would automatically improve the effectiveness of your advertising. In the example above, if you managed to get your conversion rate to 40% or 4 out of 10, your advertising costs would halve.

Here are some simple ways to improve your conversion rate.

1. Ask for the sale. Too often, we have the new customer or new client but we fail to ask them for the business. Sometimes, they will leave and you may miss out on the business.

2. Remove the risk. Especially in 2011, businesses and consumers are nervous and if the detect any risk at all in dealing with you, they will take their business else where. Is there any risk associated in doing business with you? Are you really sure? Would you buy from you? The easiest was to eliminate risk is to provide a guarantee.

3. Train the team. If you knew that your fellow team members were not as good at winning new business as you, would this make you feel great about yourself or would you be concerned about the sales being missed. Either way – its your responsibility. The simple solution here is to carry out some sales training for the team. Even 10 minutes per week can be very effective.

4. Follow up. In some cases, sales are made by providing quotes or people take some time to make up their mind. In 83% of sales situations the follow up from the supplier is extremely poor in that they do not follow up or the follow up is weak. Why is this? Fear of rejection is the answer so the easiest thing is to stick the head in the sand and hop the business comes in. By the way – it does not work this way.

If you want to improve the conversion rate in your business, call Derek O’Dwyer. 100% Satisfaction Guaranteed! 087 222 0270

 

 

Excellent Team Members

“The staff that I have are no good”

Very often, I hear this for business owners. And I immediately say “Well, you get the staff that you deserve”. Business owners react in different ways to this comment. Some negative, some positive.

Either you hire bad staff or the good staff that you hire get bad from the moment they are hired. Either way the responsibility is yours.

The six keys to a winning team are as follows:

1. Strong Leadership – Please rate yourself and if its anything under 6 – you need to work on it now.

2. A common goal – most team lack direction and often more specifically, they are not clear on what is expected of them.

3. Rules of the Game – The common misconception is that people dislike rules – quite the contrary in fact, people like rules and work better where rules exist. same as playing a game.

4. An Action Plan – same as planning a journey, planning an event. Teams within a business need an outline of what they need to work on over a period of time.

5. Support Risk Taking – If the team work within the rules and toward the achievement of the Action plan, then decisions they make must be supported. If not, they will stop making decisions and dis-improve in terms of motivation and commitment.

6. 100% Inclusion & Involvement – Get the team involved, share the vision, lead them. Work together.

Call Derek on 087 222 0720 if you need to improve your team and your business profitability…