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I have been working with a Student Development company based in Sydney that has changed the focus from just better marks. Working with High School Students all across Australia their focus is on skills that students they will take with them for life. I will let you read what it's all about!
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What gets measured gets done!
Dealing with Salespeople, Sales Managers and Business Owners (including myself) on a daily basis teaches me one thing, we leave our best Sales Presentation for ourselves.
What do I mean by this?
I am surprised at how much these people leave to chance on a daily or weekly basis. Their sales figures or revenue for the month isn’t planned. If the are having a slow month, nothing is done to improve it and if they are having a big month, nothing is done to find out why. The alternative is “paralysis by analysis” where every figure is noted, but not the ones that really matter, the attitude and activities of the people in front of the clients and staff!
Appreciate that measuring activity increases productivity – One thing I know about sales staff in all industries is that very few are properly measured. Having a place where all activities are measured like lead generation, referral business, marketing activities, presentations, sales and even attitude is extremely important. Without measurement, how can you be sure what works and what doesn’t?
Professional athletes use these techniques to improve constantly. They use it to see if their training is working or not. It is also a good measure of their attitude and great for motivation.
I cannot stress the importance of measuring performance. Here are some tips on effective performance measurement:
Make it a priority – Please understand that I appreciate that everyone is busy. That puts more value in effective measurement of performance. If you could find a way to improve results in less hours, would that interest you? Of course, but you will never know unless you measure it!
Make it regular – for most people, monthly is too long and daily can be a pain. I always recommend weekly reviews and to do it at the same day and time every week so that you are ready and focused for it.
Get somebody else involved – whether it be a manager or a coach it is important to have someone else there for accountability. I am a fan of a team doing it together and personally run these reviews for a few companies that involve the entire sales and business team.
Have a consistent format – So that you are comparing oranges with oranges, make sure you are checking the same things every week.
Keep it simple – This is something that should take no more than 30-60 mins a week so please don’t turn it into an annual budget. It is important that it is easy to do so that you actually do it. After a while, I promise you will enjoy it!
Check your attitude too – it is important to not just see the figures but how you are feeling. Your attitude and motivation levels are just as important as your activities so rate them out of 10 and review them week to week too.
Measuring performance and reviewing it regular is known to improve performance by considerable amount. One of my clients, a young Real Estate Agent has seen over a 20% increase in performance in just under 60 days. This can be a massive increase in revenue!
More more information on the importance of this, please feel free to give us a call!
See you back here soon!
Johnny
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