This is Part Four on how to build a sales system that works. Read Part One, Part Two, and Part Three here. When you really break it down, a salesperson who has the highest lead to sales conversions is doing one thing better than everyone else: leading the sales conversation. If you, in your sales role, or your sal...
This is the sixth and final installment in helping you develop and design clear systems. Click here for Part 1, Part 2, Part 3, Part 4, and Part 5. Before I dive into this final article on systems development, I want to thank those of you who have written to me during the course of this series. Your participation ...
This is the fifth installment in helping you develop and design clear systems. Click here for Part 1, Part 2, Part 3, Part 4, and Part 6. Last week I covered how an operations manual can save your business (and your life), much like the operations manual on Apollo 13 saved Jim Lovell’s life. This week, I want to t...
This is the fourth installment in helping you develop and design clear systems. Click here for Part 1, Part 2, Part 3, Part 5, and Part 6. During the last long-haul flight I was on, I re-watched ‘Apollo 13’ (the one with Tom Hanks as Jim Lovell). Perhaps not the best choice as I was hurtling through the sky at 500...
This is the third installment in helping you develop and design clear systems. Click here for Part 1, Part 2, Part 4, Part 5, and Part 6. This week I want to share a business development concept that will help you turn your current frustrations into operational systems. It’s one small step for you and your team, b...
This is the second installment in helping you develop and design clear systems. Click here for Part 1, Part 3, Part 4, Part 5, and Part 6. “By the end of the decade we will have put a man on the moon and safely returned him to Earth.” —President J.F. Kennedy, 1962 In my first article in this series on systems, I i...
This is the first installment in helping you develop and design clear systems. Click here for Part 2, Part 3, Part 4, Part 5, and Part 6. I can remember watching the moon landings on a black and white television as a young boy and being fascinated by the idea. I’m still young enough at heart to feel excited by big...
Frustration is commonly the difference between what you would like to be and what you are willing to sacrifice to become what you would like to be. - Unknown Show me a business owner who hasn’t felt frustrated and I’ll show you someone who is only a few hours into running their business. All business owners know w...
So you’ve found yourself doing a better job of hiring and retaining the right employees. The last key point in my blog post, “Hiring and Keeping Rockstar Employees,” referenced documenting the system. You’ve spent a lot of time understanding and strategizing, and it would be a shame if you didn’t take it a step fu...
Great systems without documentation are only rumors about the way you do things in your business. A procedure without clear directions is little more than an assumption about the way things should be done. Without documentation, all your tasks, functions, processes, and procedures— the way that you and your staff ...
