Struggling to get your sales team to consistently do the key sales behaviors you need them to do? Here is one sales metric you must measure and track over time…I was talking with Tony about his benefits consulting company when he shared his biggest struggle. (Disclosure: Tony was a former business coaching client for three […]
Here is that tool – I call it the Sweet Spot Analysis™ Tool. We developed this tool to help our business coaching clients have a simple way to determine the very best ideas that they could implement each quarter to grow their businesses in the face of too much to do and not enough time in which to get it all done.
Think of how much you spend to attract a new customer. You have lead generation costs… sales costs… higher fulfillment costs as generally a new customer needs a higher level of support than an experienced, established customer of yours.
I have a confession to make: I am a chocolate addict. If chocolate is in my house then at 9 or 10pm I’m going to break down and binge on it. So how do I keep myself from doing that? Not from willpower, but rather by keeping chocolate out of my house. In other words, by controlling my environment so that it supports the behaviors I want to live by.
I just returned from a large business conference my company, Maui Mastermind, hosted in Florida. One of the most important themes we that came up in several of the question and answer periods was how could an entrepreneur, or any business executive for that matter, break the connection between hours worked and value created.As business […]
The Single Biggest Recruiting Mistake (and How to Turn Your Job Ad Into a Powerful Magnet to Attract Your Ideal Candidate)
Do you have an open position that you just can’t seem to fill? Having an open position for longer then 30 days has turned out to be a real hot spot for our business coaching clients – recruiting more effectively to find the right people for your open seats on the bus.In fact, I was […]
At business conferences I speak at, I often get asked, “If you had just five techniques you could use to improve a sales process, what five techniques would you use more than any other?” Well here is my answer. This list holds my 5 favorite sales techniques has been proven over the past 20 years […]
Brian grew up in business. His dad, Ronnie, started a manufacturing firm, his mom, Marge, ran much of the administrative and financial aspects of the company, and family life revolved around the company. Brian studied engineering and earned his degree. After college he came back home and went to work for the family business, quickly […]
Business Coaching Systems: 6 Steps to Redesign Your Core SystemsIn a few weeks I’m going to be speaking at a one-day conference on scaling a medical practice in Tampa. As I was preparing for this event I started writing out my best suggestions to help a medical business refine and strengthen its core systems. What […]
Alan’s firm was growing, but growth was constrained because he needed new talent. His last two rounds of job postings on indeed.com brought a lot of inquiries, but none of them of the caliber he wanted.He made a simple mistake of thinking all he needed to do was think like an “employer” and just post […]
On a recent web enabled round table with 12 of my top business coaching clients we dived deep into the subject of key employee business coaching.What became clear that a big part of our job on our respective companies’ payroll was to develop our respective teams to grow as producers, team members, and leaders.Here are […]
You know you need help to get even a fraction of your to do list done, but unless you have deep experience on how to best leverage the admin help you have in the office, often it feels like more work to get someone else to take things off your to do list and do […]
Tired to trying to get your team to engage? Try these 15 non financial ways to engage your team.The statistics are depressing:• A January 2016 Gallup daily tracking survey showed that only 32% of workers are engaged.• Only 49% of employees would recommend their current employer to a friend! (Glassdoor Data Labs, December 2015.)• A […]
Johnathon, one of our business coaching clients, ran a successful professional services firm with just under $4 million a year in revenue. In his niche the firm had a strong reputation.When I questioned him about his pricing strategy he shared that he billed hourly for his professional staff. A deeper dive found that his firm […]
When you give lots of keynotes or public talks to business owner and entrepreneurial groups like I do you get hit with the same questions over and over.One of the most common questions I get is, “How do I increase my profitability?”It’s a great question. Here in one list are 30 simple strategies to increase […]
Over the past 20 years of coaching business owners I’ve enjoyed a number of business coaching clients who ran small and mid-sized manufacturing businesses. Here is my take on the four main leverage points to scale a manufacturing business.My thinking on this was deeply influence by my friend and co-author of, Build a Business, Not […]
One your key jobs as a leader in your company is to help your team feel employee success, especially your direct reports, feel the progress they are making.All too often business leaders focus on all that’s left to be done, glossing over the very real victories and successes that their team has accomplished. This kills […]
Over the past twenty years I’ve sold multiple companies and helped my business coaching clients sell many more. Here are the six most costly mistakes that I’ve seen entrepreneurs (including myself!) make when selling a company.Mistake #1: Celebrating the sale before it has closed. You need to make sure you run your business well through […]
Based on the popularity of my earlier article, 10 Tips to Leverage Your Personal Assistant to Get More Done in Less Time, here is a list of 27 things you can ask your assistant to do. 1. Organize your travel (including learning your travel preferences). This includes making all your travel arrangements, organizing all your […]