Sunday 12.39 – Perth.
Where do I start?
What a week this week?
Nationally, we’ve got the Labor Party Conference in Sydney with Gay Marriage dominating the agenda (although it’s the Nuclear Sales to India topic on the agenda today..)
Locally, its the Channel Seven Christmas Pageant (which cost me $120 parking fine last night for parking in a street they are using in the pageant today… Hope people enjoy the pageant. Lesson for Leigh about parking..
Yes, I have gone through the Denial – Anger – Bargaining – Frustration/Depression – Acceptance and now New World View process over this ticket.. Occasionally lapsing back into Anger.. But…)
Actually, as I think about it, we have people going through the exact same emotions over the Gay Marriage, Mining Tax and Carbon Tax issues as well… Although I’m not so sure we’re going to get to New World View on the Carbon Tax issue…)
The real lessons from the week..
1. THE $300,000 RIPPLE EFFECT OF A COACHABLE SALES MANAGER
In a coaching session with a Sales Manager during the week where this manager has taken action.
Paul Harris, Sales Manager at Hosch in Perth has overseen and managed a 300% growth over the past 3 years. He is by any measure, already incredibly successful.
But he wants to do better.
He came to the last Sales Management Masterclass, and he realised he had much still to learn.
He talked of the impact of the strategies from the Sales Management Masterclass not only impacting his Sales Team (in fact, one of them have left since he had a ‘sorting it out chat’ with him. He says he and the team now feel a massive weight has lifted off their shoulders.
As he put it, quoting an old Elvis Presley movie – ‘The Interference Has Left the Building.’
He confronted several ongoing issues both within his team and outside of his team, clearing up several blockages to the system and communication.
He also told me that they have made at least a $300,000 improvement to bottom line performance in the last 14 days as a result of the impact and the ripple effect of the coaching we have been doing with him (and he in turn has been doing with his team).
I will put his video testimonial up on my blog for any interested Sales Manager to get a greater insight into how tighter systems combined with an open mind can have massive impact in a very short timeframe.
But…to get these benefits and outcomes you do need to be coachable..
If you’re a know it all… don’t even bother starting on the journey.
But if you approach you task as leader, manager, entrepreneur as a student, ready to learn something each day, you’re ready for the next step.
This Sales Manager told me the lessons he has learnt from our Sales Management System have been applied to HR, Admin and Supply; they have rippled out right across the company.
The stone has been dropped in the pond, and the benefits are rippling outwards.
2. THE IMPORTANCE OF BEST PRACTICE and HARD/EASY
I interviewed a very interesting Real Estate Sales Champion during the week.
I won’t use her real name as it might embarrass her and I haven’t got permission to use it in this blog so I won’t. Let’s just call her Jay for the benefits of this discussion.
But Jay had left school at age 14 to become a hairdresser.
The Boss she chose to work with said ‘I will train you to be the Best. But if you want to be the Best you do it My Way…’
Jay said her Boss was a tyrant for detail and discipline. And at times, she would go home crying from work as a result of the demands made on her to reach higher standards.
But now as she looks back she realises it was that attention to discipline and detail that have made her the tremendous success she is in Residential Real Estate Sales.
Now I’m not saying your goal should be to make your employees go home crying but I am saying you want to create an environment where people are inspired, motivated, encouraged, supported and challenged to stretch their comfort zones; to push themselves to discover just how good they can be.
The Hard/ Easy Principle
In athletics it’s called ‘The Hard-Easy’ Principle.
You train hard to push your muscles to almost breaking point (‘the burn’) then you give them time to recover before you do it again. In this way the body adapts to higher and higher levels of work, stress, endurance to go (as the Olympic motto says) Stronger, Higher, Faster.
Lesson: You get good at doing the Hard things, so they become Easy.
(The reverse of this is if you avoid doing the Hard things to keep things Easy, things will get hard..)
Laying on the couch and eating potato chips for the rest of your life may seem like the easy thing to do, but diabetes, heart disease and all the things that go with it will make life hard..
(In fact, my good mate Symo has just been in hospital the past week in the same ward as a fellow who has heart disease, diabetes and a range of other illnesses at the age of 55. As Symo told me on the phone this morning ‘this guy is dying.. yet there he was saying he couldn’t wait to get out and have a cigarette while he was eating a packet of popcorn..)
Decisions have consequences.
Always taking the easy option will have hard consequences.
Jay took some hard decisions, but the sales results she is now getting (even in a tough market) is another example of ‘what doesn’t break me only makes me stronger..’
I will be offering this interview to clients over the next few months and working with them on the disciplines that need to be followed to get the results they want to get.
It is a matter of doing the RIGHT THINGS EVERY TIME, not just when we ‘feel like it’ or ‘when I remember..’
In another session during the week I got people to do a ‘coaching yourself’ exercise.
ie: If you were coaching yourself and giving yourself some feedback to take your performance to the next level, what would you tell yourself?’
Over 50% of the sales professionals in the room said ‘I would be more disciplined about how I used my time…’
Most of us know what we need to do, its the discipline of doing it that is the issue.
That’s where its important to these 4 things in place…
1. the right systems
2. the right accountability framework
3. the right peer rewards
4. the right clarity of standards and expectations
Anyway, enough of me on a Sunday..
We’ll delve into these topics discussed today and way more..
Check out the testimonials on the blog to find out more about the very profitable ripples you can create in your business.
Have a winning week.