Learn from an experienced business coach how to increase your company’s sales.
Business Coach Ample Example:
I once worked with a bakery and discovered that the business owner was getting 15+ appointments per week from her website, inbound leads and referrals, yet her gross revenue was less than $6,000 per week. After examining her entire workflow, I discovered that the owner’s closing percentage was AWFUL. This person was only closing 1 out of 15 set appointments. By simply moving her into a position where she could thrive (making the cakes) and moving a honey-badger (deal closing focused person) into the position of sales, the bakery was able to close nearly 7 deals per week at nearly $1,200 per wedding cake, on top of the additional $6,000 per week that they were already generating. Never underestimate the likelihood of having a human problem. I have found that once you build the proper systems, 9 times out of 10 you simply have non-compliant people messing up the systems.
“RIGHT PERSON, WRONG SEAT…This person has been promoted to a seat that is too big, has outgrown a seat that is too small…Generally, this person is where he or she is because he or she has been around a long time, you like him or her, and he or she is a great addition to the team. Until now.” -Gino Wickman (Bestselling author of Traction: Get a Grip on Your Business)
Business Coach Ample Example:
Years ago, I was hired as a business coach and I went into a commercial paint supplier’s call center in Texas and simply asked them who their top sales people were. Everyone agreed that in the call center of 30+ representatives, two people were just dominating in terms of the total amount of sales revenue they were able to bring in each month. We invested the time to record their over-the-phone sales presentations and we quickly discovered that these two women were doing almost the exact same sales presentation, yet it was 180-degrees different from the presentations the other sales representatives were delivering on a daily basis. We quickly created sales scripts that documented the systems, wording, and overall strategy these two successful reps were using, and we agreed to teach it to the two next most successful representatives. After teaching the next two sales representatives the sales moves, they began to nearly replicate the previously unattainable amounts of sales being generated by the top two ladies. This type of training is commonly referred to as “best-practice modeling” or “best-practice duplication.”
As a business coach, I want to make sure I am conveying here is that you need to focus on making one actionable improvement to your system at a time. Don’t try to reinvent everything in one day. My friend, you must always keep in your mind that it is better to implement fewer ideas that you can actually execute that to try to implement a ton of ideas that never get done.
“Deciding what not to do is as important as deciding what to do. It’s true for companies, and it’s true for products.” -Steve Jobs (Co-founder of Apple and former CEO of Pixar)
Business Coach Fun Fact:
When Steve Jobs returned to take over Apple in 1997, the company was within 60 days of going bankrupt. During the last quarter of 1996, the company’s sales had dropped by 30% and Microsoft was beating the heck out of them. In order to save the company, Steve had to get them focused on two major needle-moving activities. First, he needed to infuse the company with capital. He knew that Microsoft’s co-founder Bill Gates needed to end the public perception (and reality) caused by the pending federal lawsuits that were threatening to break his company apart, that Microsoft had become a monopoly. Thus, Jobs went for and successfully secured a $150 million investment from Microsoft who could not actually say that they had invested in their own competitors. Second, he needed to get Apple focused on producing “insanely great” products instead of dozens of crappy products. He cut the number of products that Apple was focused on developing by 70%. MOVING FORWARD, JOBS FOCUSED ON THE CREATION OF ONLY FOUR PRODUCTS.