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Your Leadership Takes Your People Somewhere

 Leader Vs Manager   Cover Image

When you think of leadership, what do you think of?  In my years of experience with leadership, I try to make it as easy and simple as possible.  At times, you might find many different opinions on what makes a good leader.  In my opinion, it starts early.  For example, if you were the captain of your high school or college sports team, that shows that you might have the gift to lead.  Companies should be looking for this gift to lead when hiring management/supervisors.  Why?  Because.... 

Leadership is about people, it has nothing to do with any title.  Being a leader is not easy.  Every individual is different from the other and comes from different background, and has a different thought process... If you want to be a true leader, you must inspire your employees through your actions.

A simple definition is that leadership is the art of motivating a group of people to act towards achieving a common goal.  He or she is the person in the group that possesses the combination of personality and leadership skills that makes others want to follow his or her direction.  


Contact us today!  We help business people like you become better leaders every day.

Sales Teams Should Just Know This Stuff…But They Don’t

 Sales Team State Of Sales 700x408

How to Assess Your Growing Sales Team’s Training Needs

When your sales force is 1 or 2, sales training is easy.  Your new hires probably work closely with you and absorb your vision and learn the sales process.  All you have to do is lead by example, and your sales duo will follow you into battle.  But, when you start to increase your revenue and scale up your startup, you can say goodbye to those easy days of training.

As your company grows, you will be inevitably be pulled away to take on other tasks and the sales training for new team members will be moved over to someone else in the company.   Remember this…as a CEO, sales manager, director and/or founder, it’s still your job to give your sales team the tools they need to be successful.   If you don’t maintain effective sales training, your values, techniques and strategies you taught to your first hires might get passed on correctly…or they might not.

Your sales training can “download” all your sales knowledge, experience and tricks into your sales team, and can cover everything from on-boarding new hires to developing their skills, maintaining criteria by which they will change and adapt with the market.  If you do this, you will be developing the building blocks for an unstoppable sales force.

This is no small feat!  But, it’s so worth it…..

So, let’s take it one step at a time.  First, find out the actual situation in your company.  Honest, straightforward information is power.

Assess your team’s (or your own) strengths and weaknesses:

  1. What’s your value proposition? Sounds simple, but surprisingly it’s hard for some companies to clearly explain why a customer should choose them over a competitor.  And if your sales team can’t do this, they don’t stand a chance.
  2. Do you have a clear sales process in place? If you do (and you definitely should), is it working as well as it should be? If you put more resources on it, will it grow or break from the pressure?
  3. Do you think your cost of sales is where it should be? Is your profit margin healthy? Are your sales sucking your profits dry?  What makes you think your costs are acceptable? Are you comparing to an industry standard or mapping to projected sales?
  4. What key measures are you using to track sales effectiveness? Are you measuring what needs to be measured?  And are those results easily accessible to make sure you’re on the right track?
  5. What are you doing to increase your sales funnel and/or increase your close ratio? Do you have a clear plan for sales growth? Do you know where to go for new leads when the tap runs dry?  Do you have some experiments you want to try to increase the amount of sales you are closing?
  6. Is your sales compensation plan driving the right behaviors? We know compensation is a powerful motivator for sales teams, but is your production bonus structure spurring the right actions? Is there enough value to make it worthwhile for your sales team to push to hit their sales goals?
  7. How are you taking advantage of changes to the market? In a constantly changing business world, what are you doing to experiment with new ideas to take advantage of new sales channels?
  8. Do you have the right people? Your team should be your greatest strength.  Are they? If not, why? Is it the people, the culture or the training?

Going deeper with these questions can give you a good overview of how your team functions, where you’re scaling up and where things are falling apart.   From this valuable information, you can start to build the basics of your sales training.  

But asking these questions once then moving on is a recipe for disaster.  Sales training, like all parts of your sales efforts, will constantly evolve as your team and products change and adapt to the real world.  So, it’s smart to revisit these questions at least once a year, to see where you might want to switch things up.

One big hint when going through this process, always be open to what’s really happening and new possibilities….then take action and watch your sales team grow off the charts!

Reach out to us! We'd love to work with you on your training needs! 

Are You Now Skittish and Fearful of a Looming Bear Market?

Bear Market

While the tax breaks, incentives and concessions offered up by the current administration has tickled large companies and enlarged their coffers, it has done very little for the bottom lines of small business. As an example, a study by The Center for Responsive Politics shows that of the $508 billion in federal contracts awarded in 2017, only 5% were awarded to women-owned business, even though women own approximately 1/3 of all small business.

 This makes the fact that even large and majority-owned companies are now skittish and fearful of a looming bear market a potential nightmare - the size of 2008’s recession - for small and minority owned business owners. The question is what to do about it, and what moves should be made now to brace your business and set it up for continued success?

 Unlike large flush corporations, most small businesses don’t have the budgets to entertain pricey marketing and research consultants who can give your business a critical and objective eye toward uncovering areas of weakness, opportunity and solutions. Remember the saying that ‘two heads are better than one?’ 360 Business Solutions is built on that belief, which is why we offer two options for small business owners to maximize the bottom-line and strategize ways to increase overall effectiveness. They are:

 -360 Peer Groups, which combine a group of equally yoked CEO’s to discuss ways to improve each others business and share best practices. This affords you the opportunity to learn from other leaders who will have strengths different from your own.

 - 360 One-On-One Sessionis available for those who are more comfortable in a private dedicated environment. This option also works well for CEO’s with immediate and pressing issues that demand the concentrated effort of one of our certified Business Coaches.

 For more information on 360 and our services call (888)337-3242 or join our live webinar, 51 Fatal Business Errors, May 9, 2019

Are You a Generation X Business Owner?

Are You Generation X Business

While everyone agrees that the workplace, business practices and industry in general are all changing at warp speed – largely due to the rapid pace of technological advances - what many fail to fully recognize is that Generation Xers are the drivers and glue that have stabilized corporations during this ongoing transition.

While Millennials get a lot of press, Gen Xers (those born between 1965 and 1981) are the first generation to grow up attached to a keyboard and even today uses social media and shops on line more consistently than any other group. Who better to bridge the gap between the institutionalized -knowledge held by the Baby Boomers and the Free-Wheeling, Tech hungry Millennials? Nielsen reports that Gen X uses social media 40 minutes more each week than Millennials and are more likely to stay on the phone at the dinner table and spend more time on every type of device. The good news is that they are also comfortable bringing this connectivity into the workplace. As a result, recent studies show that Gen X has stepped up and is playing a critical leadership role as companies navigate toward increasing dependence on technology.

CNBC.com studied 25,000 leaders in 54 countries, covering 26 industry sectors and found that Gen X accounts for 51 percent of leadership roles globally. Averaging 20 years of work experience, this group is primed to ascend into key executive rolls over the next several years.

Armed with varied and proven expertise, the 360 staff of Gen Xers bring this mindset to the table when coaching clients: whether connecting with other Gen Xers or others who need the unique experiences of the staff  and flexible skill set that comes natural to many  Xers. Connect with us today so that we can begin exploring ways that 360 can help drive innovation and productivity in your company.

 

 

 

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