Index of BLOGS
Boost Your Sales with a Positive Mindset and Proven Strategies
Are you a business owner concerned that your sales are not accelerating at the rate you know they can? Are you wondering if the issue lies in technical aspects of your business, or is it your sales team not performing at the level they should? Never underestimate the power of a positive mindset. A positive, solution-driven mindset is at the heart of successful sales.
The Problem lies with Blame, Excuses, and Denial
Salespeople often fall into the trap of blaming external factors, making excuses, and living in denial about their performance. This mindset keeps them “in BED” rather than actively pursuing opportunities and driving results. Instead, sales teams need to take ownership, accountability, and responsibility. With this kind of a solution-driven approach, your business will begin to see significant improvements as the sales team find ways to resolve issues rather than falling into the trap of complaining about them.
The Power of Trust in Sales
Another crucial aspect of boosting sales is building trust at all levels of interaction with the customer. At ActionCOACH, we emphasize the
Trust Formula: (C * R * L) / SI.
Let’s break it down:
Applying this formula will help build trust and, consequently, drive your sales growth.
Proven Sales Strategies for Success
A positive mindset, combined with key proven sales strategies and tactics, can transform your sales funnel and deliver the business results you require. So, what’s the number one thing you need to work on in your business to drive your sales upward?
Take Action and See Results
Don’t let your sales team remain stagnant, bogged down by blame, excuses, and denial. Empower them with a positive mindset and proven strategies. Trust in the process, build credibility, reliability, and likability, and always act in the customer's best interest.
Book an appointment with me, Craig Lourens, and I’ll identify three actionable strategies that, once implemented, will deliver the sales you need. Take action today—find the link, click on it, and make that appointment.
Take Control of Your Business, Master the Basics
In the whirlwind of entrepreneurship, it's easy to feel like your business is running you rather than the other way around. Many business owners find themselves caught in a cycle of chaos, struggling to keep up with the demands of their ventures while feeling perpetually stressed and disconnected from the things that truly matter in life. If this sounds familiar, you're not alone.
Picture this: you're at your child's soccer game, but instead of cheering them on, you're glued to your phone, juggling emails and missed calls. Or perhaps another version of you … you're scratching your head at the end of the month, wondering why sales are up but there's no cash in the bank.
The truth is, running a business without a clear sense of direction and control can take a toll on both your professional and personal life. But fear not, there is a way out of the chaos. It all starts with mastering the fundamentals of any business.
Let's break it down into four key pillars:
Mastering these four pillars is the key to taking control of your business and setting yourself up for success. Imagine the freedom of living an intentional life, where your business works for you instead of the other way around.
Ready to take the first step towards reclaiming control? Book a strategy session with me, and in just 30 minutes, I'll provide you with three actionable insights to transform chaos into clarity. Don't let life pass you by – seize control of your business today.
Unlocking Effective Management: A Guide for Business Owners
Introduction
Have you ever wondered why some employees, despite excelling in their roles, struggle when promoted to managerial positions? The answer lies in understanding that management is a skill—one that requires learning, practice, and continuous improvement. As business owners, it’s crucial to equip our managers with the right tools to succeed. In this article, we’ll explore the key aspects of effective management and how they impact your organization.
The Manager’s Dilemma
1. The Myth of the Superhero Manager
Often, business owners unintentionally become the bottleneck in their business by assuming the role of the superhero manager. When something goes wrong, they swoop in to solve it. However, this approach stifles employee growth and prevents them from developing problem-solving skills. Instead, empower your managers to handle challenges independently.
2. The Accountability Gap
Are excuses rampant in your organization? If so, it’s time to address accountability. Managers must foster a culture where everyone takes ownership of their responsibilities. Encourage open communication, set clear expectations, and hold individuals accountable for their actions.
3. Effective Planning
A well-oiled management system begins with robust planning. You need to plan where your business is going. An effective management system will track the performance of your business versus your plan on:
The Impact of Effective Management
1. Retaining Top Talent
Research shows that people don’t leave organizations; they leave bad managers. By investing in managerial skills, you retain valuable employees and reduce turnover.
2. Boosting Productivity
Competent managers create competent teams. When managers prioritize planning, communication, and accountability, productivity soars.
3. Cost Savings
Effective management saves time, money, and resources. It prevents costly mistakes and ensures efficient operations.
Your Next Steps
Ready to enhance your business’s performance? Book a 30-minute session with me, and let’s identify three actionable improvements. Together, we’ll drive productivity, empower your managers, and create a thriving organization.
7 Tips to Business Success Using a Positive Mindset to Grow Your Business
As Business Owners our mindset plays a pivotal role in achieving success, not only for growing our business but also for our happiness in life. A positive mindset allows us to approach challenges optimistically, see opportunities whereas a negative mindset will often close our ability to see a path through what may appear as a bleak situation and get us to focus on growth. Here are 7 tips to help you cultivate a positive mindset:
1. Focus on the present
We often get consumed in thoughts of past mistakes or future uncertainties, leading to anxiety and stress. Focusing on the present moment helps us avoid negative thoughts and appreciate what we have right now. Instead of worrying about the future or dwelling on the past, try to focus on the here and now.
2. Practice gratitude
Gratitude is an essential part of positive thinking. Make it a habit to focus on things you are thankful for every day, no matter how small. Gratitude helps you maintain a positive mindset by bringing attention to the positive aspects of your life.
3. Surround yourself with positive people
Negative people and criticism can quickly bring you down. Surround yourself with people who are supportive and positive. Find a mentor, a coach, or join a positive community to surround yourself with people who uplift and motivate you.
4. Challenge negative thoughts
Our thoughts can influence how we feel about a situation. Knowing when to challenge negative thoughts helps us maintain a positive mindset. When you find yourself thinking negatively, ask yourself if there's any evidence to support it, is this just a FEAR? ie: a False Expectation Appearing Real. Challenge yourself to see things from a different perspective.
5. Visualize the outcomes you desire
Visualization is a powerful tool that can help you cultivate a positive mindset. Visualizing positive outcomes can help you feel motivated and confident, even in the face of challenges. Spend some time every day visualizing your desired outcome and how you will get there. Ask your coach to coach on on how to build your “I AM” statements.
6. Take care of yourself
Taking care of your physical and emotional needs can help you maintain a positive mindset. Exercise, good nutrition, and getting enough sleep can help you feel more energized and less stressed. Practice self-care, and make time for activities that make you feel happy and fulfilled.
7. Embrace failure
Failure is a natural part of life; it's how we grow and learn. Embracing failure and seeing it as an opportunity to learn helps us maintain a positive mindset. Instead of beating yourself up over a mistake, focus on what you can learn from the experience and how you can improve.
Maintaining a positive mindset takes effort and practice, but it can be life changing. Use these tips to help you cultivate the mindset you deserve and watch as opportunities unfold before you. Remember that no matter what life throws at you, you have the power to maintain a positive attitude, accelerate your path to success and achieve your business growth goals.
7 Tips on How to Use Trust to Build a Better Business
Trusting your team is a key component of a successful business. The impact on your bottom line is driven by highly productive employees, who know what they should do and how their contribution contributes to the business profitability. Here are 7 tips on how to build trust with your team:
1. Clear communication: A business leader must establish clear communication channels with his team members. Through regular communication, team members will know what’s happening in the business, their tasks for the day, and any changes to company operations.
2. Honesty and transparency: Honesty is essential for building trust. A business should be as transparent as possible, and avoid hiding information from the team. If there are concerns with the company, difficulties, or changes, share them with everyone involved.
3. Active listening: A business leader must be an active listener. Listening to feedback, concerns, and ideas from the team is a great way to build trust. When the team feels heard and valued, they’ll be more invested in the company’s success.
4. Regular feedback: Regular feedback is essential for establishing trust. Team members should be receiving constructive feedback on their performance consistently. It means that the business leaders is invested in developing the team, and that they value their progress.
5. Respect: Respect and valuing the team are crucial for building trust. The team needs to know that they have a voice and that their opinions are considered.
6. Consistency: A business leader must be consistent in their approach to tasks and problem-solving. Consistency builds confidence in team members, knowing that the business has a plan and that they’re focused on implementing it.
7. Employee development: Investing in employee development builds trust within the team. It assists team members in honing their skills and improving their job performance. When employees feel like they’re growing in their roles, it translates into a stronger sense of purpose, trust and loyalty.
In conclusion, trust has powerful effects on business profitability. When employees trust their managers, they pass that trust onto the customers. Customers who trust a company, not only come back more often and spend more, they refer others to the business.
Setting the vision for your business.
Setting the vision for your business is one of the most important activities you can do. Here are 5 reason why:
1. Provides direction:
Having a clear vision for your business allows you to establish a direction for your company. A vision creates a framework for your business operations, helping in making sure the decisions that are made are aligned towards achieving your goals.
2. Motivates employees:
An inspiring vision will inspire and motivate your employees towards achieving a common goal. By clearly articulating a vision that resonates with employees, you will be able to drive engagement, productivity and employee retention.
3. Sets priorities:
A well-defined vision provides a clear sense of direction and can be used to prioritize tasks and goals. It helps in identifying what is necessary and what is not, thereby eliminating tasks that do not align with the overall vision and distract businesses on the road to success.
4. Establishes brand value:
A strong vision statement can help establish your brand's value and create a positive brand image. When the mission showcases the values that you believe in and the mission that you are committed to, you can earn the trust of your customers, shareholders and employees alike.
5. Enables growth:
A clear vision that is communicated effectively can help you identify opportunities for growth and expansion. A vision that resonates with your employees and customers can help you drive growth and increase market share, ultimately leading to sustainable success.
In conclusion, you should never underestimate the importance of spending time on developing a vision truly representative of where you want your business to go. It provides the direction and focus for all your actions and plans.
10 Tips for Business Owners to Manage Time Better
For all business owner the effective management of time is one of the most important skills to have. This allows them to focus on the priority task which delivers the results they have set for themselves. Here are 10 tips a business owner can implement to their manage time better:
1. Have a time management system:
A time management system can be as simple as a to-do list or a more advanced app to help you prioritise tasks, delegate responsibilities, and stay on track.
2. Set priorities:
Prioritisation is essential in order that you tackle the most important tasks, delivering the best results for your business first. These must be identified and implemented with discipline and determination.
3. Breakdown your large tasks into smaller chunks:
Breaking the onerous tasks into milestone, and then allocate reasonable time complete these tasks. Allocating chunks of work to blocks of time will not only help you stay on track but also give sense of accomplishment when you complete them.
4. Delegate:
Complete a job outcome expectation for every role in your business. Then ensure the person responsible become accountable for the results of that role. This will require that you delegate tasks to others ensuring you focus on areas of the business where you add value. Set it up so that task are only done once. This can save time and increase productivity.
5. Avoid perfectionism:
Ensure you understand you own behavioural style and address the shortcomings. A DISC profiling tool is a good one. Ask your nearest ActionCOACH to set up an assessment for you. Perfectionism is one of the styles which can lead to time wastage. It may be necessary to identify if 90% is good enough. You will always need to balance time and delivery. Perfectionism can be said to be a time waster, but make sure you don’t give up before you have a workable solution, re-working things takes even more time.
6. Tame your Email:
Email can be a major distraction, but it's an essential communication tool. Instead of constantly checking email, set specific times to read and respond. Many studies have proven that it can take up to 7 minutes to get back to the point of concentration you were at before you were disrupted by an email.
7. Say no to “time-vampires”:
You know that person who always asks, “could you just quickly ….” … As a business owner, it can be challenging to say no to people or things that come your way, but sometimes it is necessary. Make sure every understand what is expected of them, that they are skilled and able and then learn to say no. If you don’t you may find yourself overloaded with work which is not import and not urgent for You!
8. Use simple project planning techniques:
Project planning is another great tool for time management. A variety of apps and tools can help track projects, manage deadlines, and keep an efficient schedule.
9. Find time to rejuvenate yourself:
Time management isn't just about work, it's also about rejuvenation. An overworked business owner may not be productive. Regular breaks can help with productivity, clarity iof thought and avoid burnout.
10. Minimise meetings:
Reduce the number of meetings you attend, by only going to value-add meetings. And start every meeting with "What do we plan to achieve by this meeting?" or "What is the desired outcome of this meeting?" Top tip: Cut all your meetings longer than 30 mins, by 15 mins, you'll be surprised how you still achieve all you planned and suddenly how focussed the participants are.
In conclusion, effective time management skills can help business owners accomplish more in a shorter time, improve productivity and achieve more excellent results. It is critical to examine what works best for one's circumstances and adjust if necessary. By focusing on what's important, delegating tasks, and avoiding unnecessary distractions, business owners can maximize their time to reap the benefits of success.
Here is how Punctuality Contributes to your Business Success.
Did you know that research has shown us that the vast majority of successful businesses are operated by punctual business owners? Punctuality is a fundamental value that contributes to the success and productivity of any business. It is the base of professionalism and respect in your business. It reflects a promise of dependability and reliability, which can improve an organisation’s reputation and increase customer loyalty.
Whether it's keeping appointments with customers, clients or suppliers or attending meetings and conferences, arriving on time, ready to do business is vital in every aspect of business. Being punctual helps in building trust, demonstrating a good work ethic, and building credibility as a dependable partner. Here's 5 reasons why punctuality is important in your business:
Demonstrates Professionalism
Being punctual shows professionalism, indicates respect for your job, your customers, colleagues, and the time of others who depend on you. This habit sets a proper tone for the workplace. It’s a way of showing people that you take what you do seriously and are committed to do it efficiently and effectively.
Builds Trust and Reliability
A business that operates with a sense of urgency and punctuality becomes more reliable and consistent in its delivery to all of its stakeholders. If a business is punctual and respectful of others’ time, clients tend to comeback more often, grow loyal and buy more. Whether meeting with clients, your teams or suppliers, promptness shows that the business values the other person’s time and is committed to meeting their needs within the agreed timelines.
Synchronizes Workflow
Sometimes in the line of doing business, we work with multiple individuals to get a job done. People have different behavioural styles which can lead to different ways of working. Some agt a fast pace and other at a slower pace, these can sometimes cause tension in the workplace if not understood correctly. Clear and well communicated deadlines become more difficult to meet if one person doesn't arrive promptly or if there is a departure from the set timeline. By being punctual, it ensures everyone involved in the process will be in sync and able to do their duties, resulting in meeting deadlines and completing tasks efficiently.
Improves Time Management and Productivity
Punctuality is a great way to stay on top of your schedule and curtail stress. By arriving at designated time or earlier, you can prepare yourself mentally and physically for upcoming tasks. Additionally, punctuality creates a mental refreshment of the mind that makes it easier to concentrate on executing work tasks. This increased productivity naturally leads to better results in a shorter period of time, hence leading to higher success rates and overall progress.
Aids in the Coordination of Meetings and Plans
Meetings and events cannot be effective without a commitment from all to being punctual. When people are tardy for a meeting, it leads to disruptions, increased workload, repetition and decreased productivity ultimately resulting in inefficiency and a negative impact of the business profitability. Punctuality puts everything in check and makes sure things go as planned. It gives the space to ensure everyone attends the meeting ready to form productive discussions.
In conclusion, punctuality is crucial to the operation of any successful business, and it sets the tone for other values like reliability and professionalism at your business impacting the brand reputation, enhancing customer loyalty and ultimately the growth of the business.Input your text in this area
6 Business Tips on How to Ensure YOUR Cashflow Promotes YOUR Business Growth.
Managing cash flow is one of the most critical aspects of running a successful business. Many a business has gone out of business, not because of the lack of profitability, but because of the lack of cash flow. The process of monitoring, analysing, and optimizing the flow of CASH IN and CASH OUT of your business can be the basis of make or break. It is essential to ensure that you have enough cash to pay for expenses, invest in growth, and also to meet all your financial obligations. Here are 6 strategies that you should be using in your business:
1. Cash Flow Forecast
A cash flow forecast is a methodology that enables you predict the amount of cash you will have available in your business in the future, ie; tomorrow, next week, next month … next year. When use the methodology properly it allows you to plan your expenses and investments while ensuring that you have enough cash to cover your obligations. To create a cash flow forecast, you need to estimate your expected income and expenses on a weekly basis for the next few weeks, months or years. Once you have the income streams, you then must budget for all expenses. This forecast of inflows and outflows must be measured, at least weekly, against the actual results. This will give you a clear picture of your cash flow situation and help you make informed decisions.
2. Reduce Expenses
Reducing expenses is one of the most effective ways to improve your cash flow. However, don’t fall into the trap of reducing expenses which are producing the growth. Look for areas where you can cut costs without compromising the value of your products or services. Test and measure everything you do, to know which expenses are producing results and which expenses are superfluous. For example, you can negotiate better rates with suppliers, switch to energy-efficient equipment, or reduce your marketing expenses by focusing on targeted campaigns which you know work.
3. Improve Your Invoicing Process
Late receipts from your customers will hurt your business cash flow, so it’s important to streamline your invoicing process and ensure that your customers pay on time. Make sure that your invoices are accurate, clear, and easy to understand. Consider offering discounts for early payments or charging interest on late payments. You can also use invoicing software to automate the process and send reminders to customers who haven’t paid. Ensure that your customers know when they owe you money!
4. Offer Discounts for Early Payments
Discounts in general is a strategy I do not recommend. However, offering discounts to customers who pay early is a great way to improve your cash flow. It encourages customers to pay on time, which means you’ll have more cash available to invest in your business. These discounts must small enough not to have an impact on your profitability, but still be an incentive for customers to pay early. The cash in your bank is worth something to you, so where you can get your customers to pay early. A good rule of thumb for this type of encouragement for customers to put the money in your account rather than keep it in theirs is around as 2% to 3%, for payments made within a certain period, such as 10 or 15 days.
5. Get a Line of Credit
A line of credit is a type of loan that allows you to borrow money up to a certain limit. It’s a great option if you need to cover short-term expenses or unexpected costs. However it can be extremely dangerous if you do not plan it with a cash forecast. You must know that the use for the funds, for example to pay for inventory, equipment, or other expenses, generates the income to and pay back the loan and or service the loan. It’s important to use a line of credit responsibly and only borrow what you need and ensure that you inflows cover the repayment within your planning cycle.
6. Improve Your Inventory Management
Managing your inventory is a key element to effectively improve your cash flow, but your risk stock outs if you do not manage this carefully. It’s important to keep track of your inventory levels and avoid overstocking or understocking. Overstocking can tie up your cash in inventory that isn’t selling, while understocking can lead to lost sales. Ensure you base the decision on what level of stock to hold using good historic data and good sales forecasting techniques. Often the use of inventory management software to track your inventory levels and make informed decisions about when to order more stock can be indispensable.
In conclusion, managing your business cash flow is critical for your business’s success. By following the six simple suggestions above, you can set your business up for success, thus ensuring your cash flow delivers to your business the resources it needs to thrive.
Are you creating efficiency by Single Handling things in your business?
First let’s understand what Single Handling means. Single handling is a term used to describe the process of assigning the accountability for a task, from start to finish, to one person. This means that the person who is assigned the task is accountable for its completion in a timely and efficient manner. Single handling is a fundamental concept in business, and it plays a critical role in the success of any organization.
Single handling is rooted in the principles of effectiveness and efficiency. When a task is single handled, it ensures that there is a clear line of responsibility. The person accountable must ensure they clearly communicate who will be responsible for completing the various elements of the task, without confusion or duplication, be it themselves or someone else. The accountable person is accountable for the success or failure of the task. They ensure that there is no blame for poor execution, excuses when things are not on track or denial of the true status, but rather all members who have a role in the task completion are clear of their role thus avoiding any confusion and misunderstandings. It is the confusion and misunderstanding which results in delays and mistakes.
Single handling ensures efficiency in business operations. When tasks are passed around, duplicated or handled by multiple people, it results delays and incomplete tasks, often meaning things need to be re-done. The business does not grow as deadlines are missed, resources wasted and productivity far from optimised. By having one person accountable for a task from start to finish, promotes the completion of tasks in a timely and efficient manner.
One of the key benefits of single handling is that it allows for better communication and collaboration within a team. When a task is assigned to a single person, they become the point of contact for that task. This means that other team members can communicate with them directly, rather than having to go through multiple people to get information. This helps to streamline communication and ensures that everyone is on the same page.
Single handling is particularly important in project management environment. In a project, there are often multiple tasks that need to be completed, and each task requires a specific set of skills and expertise. By single handling tasks, it ensures that the right person with the right skills is assigned to each task, ensuring that ultimately the project is completed on time, to the required standard and within budget.
Single handling also helps to promote ownership within a team. When a person is assigned a task, they take ownership of it and become accountable for its success or failure.
However, beware, as there are some challenges associated with single handling. One of the main challenges is that it can lead to a lack of flexibility. When a task is assigned to a single person, it can be difficult to reassign the task if that person is unavailable or unable to complete it. To overcome this challenge, it is important to have a feedback loop in your process which ensures there is a backup plan in place should appear it appear things are not on track. Always ensure tasks are tracked and results are measured.
Another challenge associated with single handling is that it can lead to a lack of collaboration. When a task is assigned to a single person, it can be difficult to involve other team members in the process. This can lead to a lack of collaboration and can limit the sharing of ideas and knowledge. To overcome this challenge, it is important for everyone to understand their contribution and how the task creates more efficiency in the business. Common goals, communication and collaboration are all factors you must build into your process to ensure success.
Concluding, single handling is a critical concept in business. It helps to promote accountability, efficiency, and collaboration, thus dramatically increasing the likelihood of a task being completed in a timely and efficient manner. While there are some challenges associated with single handling, these can be overcome by encouraging collaboration and the setting of common goals within a team. Overall, single handling is an essential tool for any business looking to improve their operations and achieve their goals.
Imagine if you and your teams were working on value-add activities all the time.
Do you have that person, in your business who is taking up too much of your time and preventing you from being productive? It can be an employee, a contractor, a supplier, a family member or even a customer! They don’t respect your time and always think you are available for them, even when it’s just a chat!
Most probably you are too nice and don’t know how to say NO. If the time vampire is asking for something that is not important or urgent, you must learn how to say no.
Here are 7 simple strategies for you to make hyour own time more productive.
1. Identify the time vampire: The first step is to identify the person or task that is taking up too much of your time and preventing you from being productive. Do this by monitoring on a daily basis what you do and then split that activity into Important and Urgent. Anything that is not important and not adding value to the business must be dumped.
2. Set boundaries: Once you have identified the time vampire, set boundaries with them. Let them know that you have a limited amount of time and that you need to focus on other tasks. This may mean that you also tell yourself not to spend time on tasks, which you may like, but are not adding value to your business.
3. Prioritize your time: Make a list of your most important tasks and prioritize them. Focus on completing these tasks first before attending to the time vampire.
4. Delegate tasks: If possible, delegate some of the tasks to others in your team. This will help you save time and focus on other important tasks.
5. Say no: If the time vampire is asking for something that is not important or urgent, learn to say no. Politely decline and explain that you have other important tasks to attend to.
6. Use technology: Identify where technology can be used to automate some of your tasks. This will help you save time and focus on other important tasks. A simple system which systematically ensure you or your team follows a process goes a long way to improving productivity and time usage.
7. Schedule time: Schedule time for the time vampire. If you have to meet with them, schedule a specific time and stick to it. This will help you manage your time better.
7 simple strategies that if you follow with discipline will set you on the path to productivity improvement in your business.
Are your Sales Teams Equipped to Succeed?
How do we do we turn customers into raving fans of our businesses? A raving fan is that category of customer who comes back to buy more, buys more often and tells their friends all about you. Here are 10 easy strategies that everyone in your sales team should follow, to build a good solid base of Raving Fans in your business:
1. Establish trust:
Building a relationship with a potential customer is based on the fundamental of trust. Your prospect needs to know that they can trust the salesperson, trust the product and service and trust that their buying decision will be safe with you.
2. Establish the need:
By listening carefully to customers and understanding their needs will help your team to offer the right solution. Many fall into the trap of offering the customer a solution before they even know what the customer is looking for.
3. Asking Questions:
Asking open-ended questions can help you to understand exactly what the customer's pain points are, and how you can provide a solution that solves these issues.
4. Have a USP:
Every business musty clearly know what is unique about their business. To get to your Unique Selling Proposition, you must have a clear view of your competition and their offer. In this way you can differentiate yourself.
5. Be Action Orientated.
By delivering quick service with a solution orientation will encourage customers to take action and make a purchase.
6. Offering a Guarantee:
Offering a guarantee can help customers feel more comfortable making a purchase and reduce the risk of buyer's remorse.
7. Demonstrating Value:
You must always demonstrate the value of products or services you are selling. When you have a value conversation, you avoid the customer focussing in on the price. Make sure you focus on value.
8. Testimonials.
You should always have social proof available. Testimonials, such as customers speaking about your products or case studies, help build trust and credibility.
9. Be ready for any challenges.
Being prepared to handle objections can help businesses overcome any concerns customers may have and result in the sale being closed. When you are prepared to answer customer challenges with clear and concise quality responses, customers respond by making the buying decision.
10. Following Up:
Always follow up. Only by following up with customers can you fully understand their need and they understand that you are building this relationship with them for the longer term.
10 simple strategies, do a self-audit for your business and make sure you have an implementation for each of the 10.
5 Simple Sales Strategies, when done consistently, will increase your Sales Teams Performances
1. Set clear goals and expectations:
As a sales manager, it is essential to establish clear goals and expectations for your team. This includes specific sales targets, performance metrics, and deadlines. Communicate these goals effectively and ensure that each team member understands their individual responsibilities and how their performance contributes to the overall success of the team. Make sure you monitor and measure progress towards the goal achievement on a consistent and timeous cycle. It could daily, weekly or monthly. Make sure you have a reliable scorecard in place which is completely transparent and reliable.
2. Provide ongoing training and support:
Continuous training and development are crucial for a sales team's success. Stay updated with the latest sales techniques, industry trends, and product knowledge yourself, and then share this knowledge with your team. Regularly conduct training sessions, provide coaching, and offer support to help your team improve their skills and reach their potential.
3. Foster a positive and motivating work environment:
Creating a positive and motivating work environment is vital to keep your sales team engaged and productive. Encourage open communication, recognize and reward achievements, and provide constructive feedback. Foster a culture of teamwork, collaboration, and healthy competition to keep your team motivated and driven to achieve their targets.
4. Implement effective sales processes and tools:
Streamlining sales processes and equipping your team with the right tools can significantly enhance their efficiency and effectiveness. Implement a standardized sales process that outlines the steps from lead generation to closing deals. Invest in sales enablement tools, and other technology solutions to automate tasks, track progress, and provide valuable insights for better decision-making. What gets measured gets done more effectively and what get measure consistently … improves!
5. Lead by example and maintain strong communication:
As a sales manager, your behaviour and actions set the tone for your team. Lead by example and demonstrate the qualities you expect from your team members, such as professionalism, integrity, and a strong work ethic. Maintain open and transparent communication channels, listen to your team's feedback, and be accessible to address their concerns or questions. Effective communication builds trust and fosters a collaborative environment.
Did you know that business coaching is one of the fastest growing industries in the world.
Coaching was ranked as the second fasted industry after IT by PWC. Here are 5 simple reasons why!
1. More than ever, people need to get answers to issues quicker: As the business world becomes more competitive and complex, there is a growing need for guidance and support from experienced professionals. A professional, certified business coach provides individuals and organizations with the tools and strategies they need to navigate challenges, set goals, and achieve success.
2. Focus on personal development: Business coaching is customised and personalised going beyond traditional consulting by focusing on personal development and growth. It helps individuals and teams tap into their full potential, improve their leadership skills, and enhance their overall performance. This emphasis on personal development resonates with many professionals who are seeking to improve themselves and their organisations.
3. Flexibility and customization: Business coaching offers a flexible and customized approach to meet the specific needs and goals of clients. Unlike standardized training programs or consulting services, coaching can be tailored to address the unique challenges and aspirations of each client. This personalized approach makes business coaching highly effective and appealing to a wide range of individuals and organizations.
4. Return on investment: Business coaching is a valuable investment that will yield significant returns. By providing guidance, accountability, and expertise, coaches help individuals and organizations achieve their goals more efficiently and effectively. This increased productivity, improved performance, and enhanced profitability make business coaching an attractive option for many professionals and companies.
5. Evolving business landscape: The business landscape is constantly evolving, with new technologies, market trends, and challenges emerging regularly. Business coaching helps individuals and organizations stay ahead of these changes and adapt to the evolving landscape. As the need for continuous learning and development becomes more apparent, business coaching becomes increasingly relevant and in-demand.
5 Reasons Why You Must Have an Exit Plan
Always begin with the end in mind, it's one of the habits of highly successful people, according to Stephen Covey, so why wouldn’t you? Have you asked yourself why are you in business? Why are you doing this job? Most of us, reply, to make money, but is this the real reason? When starting out in a role, it is crucial to have a clear understanding of why you are in this work. Knowing your purpose not only guides your decision-making process but also plays a pivotal role in shaping your long-term goals and eventual exit strategy. Setting you up for a promotion, a new business, becoming an entrepreneur, you become your WHY! In this blog, we will delve into why understanding your purpose is important, and how it directly impacts your strategic exit from the now to the next.
1. Guiding Decision-making:
Knowing why you are doing what you are doing provides a compass for decision-making. It helps you align your choices with your core values and long-term objectives. Having a strong sense of purpose enables you to make decisions that are consistent with your vision, mission, and values, leading to a more focused and purpose-driven approach. This clarity ensures that your exit strategy is aligned with your overall purpose and goals.
2. Building Sustainability:
A purpose-driven business is built to last. When you have a clear understanding of why you do what you do, you can develop strategies that create long-term value for your customers, employees, and stakeholders. By focusing on delivering value and solving problems, rather than solely pursuing short-term profits, you cultivate a loyal customer base and foster a positive reputation in the market. A sustainability is more attractive to potential buyers during the exit process, increasing the likelihood of a successful and lucrative transition.
3. Attracting the Right Partners:
Knowing your purpose also helps in attracting the right team, the right partners or the right investors. When you have a clearly defined purpose, you can effectively communicate your vision and values to potential stakeholders, ensuring alignment from the outset. Investors who share your purpose are more likely to provide the necessary support and resources to help your business grow. When it comes to exit, having partners who are aligned with your purpose can lead to a smoother transition and increased chances of finding the right successor, the right promotion for yourself or the right buyer who will carry your legacy forward.
4. Creating a Legacy:
Understanding your purpose allows you to create a lasting impact and leave a meaningful legacy. By aligning your activities with your purpose, you can create a positive impact on society, the environment, or any other cause that you deeply care about. This legacy not only provides a sense of fulfillment but also enhances the attractiveness of your business to potential buyers who value socially responsible and purpose-driven enterprises. A clearly defined purpose ensures that your exit strategy takes into account the continuation of your legacy, ensuring a smooth transition and an enduring impact.
5. Transition Planning:
Finally, knowing your purpose plays a crucial role in developing a strategic exit plan, be it in the form of a promotion for yourself or an exit from a business. Your purpose serves as a guiding principle when determining the best way to transition to the next role. Whether you choose to take up a promotion in a corporate environment or if in you are a business owner, to sell, merge, or pass on the business to a family member or employee, your purpose will influence the selection of the most suitable successor or buyer who can sustain your vision and values. A well-planned and purpose-driven exit strategy ensures a seamless transition and safeguards the continuity of your hard work.
In Conclusion:
Understanding your WHY is paramount for long-term success and an effective exit strategy. It guides decision-making, helps build a sustainability, attracts the right partners, the right team, creates a lasting legacy, and enables strategic transition planning. By aligning your purpose with your exit strategy, you can ensure a smooth transition while leaving a positive impact on your stakeholders and the wider community. Therefore, take the time to reflect on your purpose and let it be the driving force behind every aspect of what you do, including your eventual exit.
8 Ways a Business Coach Can Help You.
Many businesspeople ask; "So why would business coaching be of interest to me?"
Here are 8 reasons why a business coach can coach you to achieve personal success.
1. Guides You to Set Your Life Goals:
A business coach will guide you to define and set clear and measurable goals that align with your vision and aspirations. They assist you in identifying the specific outcomes you want to achieve and, then probably more importantly, they create a roadmap with you to reach those goals.
2. Gives You Guidance and Support:
A business coach provides guidance, support, and mentorship throughout your journey. They act as a trusted advisor, offering insights, expertise, and resources to help you make informed decisions and overcome obstacles.
3. Develops Your Skills:
Business coaches help you identify areas for improvement and develop the necessary skills to excel in your role. They provide training, coaching, and feedback to enhance your capabilities in areas such as leadership, communication, problem-solving, and decision-making.
4. Helps You to Be Accountable:
A business coach holds you accountable for your actions and commitments. They help you stay focused, motivated, and on track towards your goals by regularly reviewing progress, providing feedback, and ensuring that you follow through on your action plans.
5. Assist You with Problem-Solving and Decision-Making:
Business coaches assist you in analyzing problems, exploring different perspectives, and generating creative solutions. They help you develop effective decision-making strategies and frameworks to make informed choices that align with your goals and values.
6. Improves Your Communication and Relationship Building Skills:
Business coaches help you improve your communication skills, both with your team members and other stakeholders. They provide strategies for effective collaboration, conflict resolution, and building strong relationships to enhance your professional effectiveness.
7. Show You How to Implement Your Strategic Planning: A business coach can help you develop and implement strategic plans for your business. They assist you in setting a clear direction, identifying opportunities, analyzing market trends, and creating action plans to achieve sustainable growth and success.
8. Personal Development:
Business coaching often involves personal development, as it recognizes the interplay between personal and professional growth. Coaches support you in developing self-awareness, building confidence, managing stress, and enhancing your overall well-being.
It's important to note that a business coach does not provide all the answers or solve problems for you. Instead, they work with you to empower you to find your own solutions, make informed choices, and take ownership of your professional development. They act as a facilitator, providing guidance and support to help you unlock your potential and achieve success.
A business coach can help you overcome any fear of making difficult decisions. They can provide guidance and support in developing problem-solving skills, analyzing risks and benefits, and building confidence in decision-making. A business coach can also help managers overcome the fear of failure by teaching resilience, providing strategies for learning from mistakes, and encouraging a growth mindset. Additionally, a business coach can help managers overcome the fear of change by assisting in navigating organizational transitions, developing change management strategies, and building a culture of adaptability within the company.
Overall, business coaching offers a personalized and tailored approach to your professional development, helping you unlock your full potential, achieve your goals, and create a successful and fulfilling business career.
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We’ve all heard it before: Summer bodies are built in winter!
Thank you Harry Welby-Cooke, ActionCOACH Country Partner, for this week’s Business Strategy …
So what?
What does that mean?
Well simply put; if I want the fit, toned and sculpted beach body for the December holidays, I need to be putting in the extra effort, yes extra effort, during the cold winter months. No sleeping in or comfort food but discipline, focus, and good ole hard work and sweat.
Businesses are no different. In fact, as we explore Legacy as our theme for the month, it applies to just about everything. If I want a summer relationship, I need to be putting in the extra effort during winter. If I want summer finances, I need to be putting in the extra effort during winter. If I want a bright and beautiful summer legacy, I need to be putting in the extra effort during winter etc. etc.
Winter is when it’s tough; things are not going according to plan; things are not where I want them, with still more to do, and so on. When I least feel like it is exactly when I need to DO more. When I least feel like it, I need to BE more. Tough? Sometimes. Critical for success? Absolutely!
If you’re in the Southern hemisphere you’re now in the throes of winter. In your business, you’re halfway through the calendar year or perhaps even halfway through the second quarter of the financial year. These are the most important times to dig deep and keep going. If you’re not already well ahead of budget, nor have set a really strong foundation for the rest of the year, this winter period could kill you.
Instead of thinking of your business as one straight sprint, rather think of it as a set of heats. Multiple sprint races where I need to perform well during each and every heat to make the cut and earn the right to do it all over again in the next heat.
After each heat I need to:
That’s exactly why at ActionCOACH your Business Coach ensures you break your business down into quarters, similar to seasons in mother nature. Every quarter we get together with our clients and actively plan the next quarter. Every quarter we Reset, Realign, and Restart.
That way we don’t see each quarter as the one straight final. Nor do we see each quarter as a hurdle to overcome and then it’s done. No, each quarter, each season, is the privilege of having done enough to qualify for the next heat. Each quarter, each season, requires discipline, focus, and good ole hard work and sweat.
If you want the summer business, the one where you’ve achieved or even exceeded budget and ticked off your dreams, goals, and aspirations; then you need to build that summer business in this winter period. If you already have an ActionCOACH then make sure you and your Business Coach take the time to Reset, Realign, and Restart. If you don’t already have a Business Coach, then perhaps now is the time to get into ACTION!
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Developing the Resilience "Muscle"
Thank you Pieter Scholtz, ActionCOACH Country Partner, for this week’s Business Strategy …
This week I share the BLOG courtesy of Pieter Scholtz. ActionCOACH Master Licensee in South Africa. In the tough environment that South Africa Businessmen operate in, resilience is a commodity you need in abundance in you arsenal! Read on you find out how you stock up ...
Much is written about South African’s high level of resilience, our never-say-die attitude or as they say in Afrikaans – ‘n boer maak ‘n plan. Research has shown that we have a higher level of resilience than many nations around the world, however, do we know what resilience is and how do we “cultivate” or develop resilience when faced with so many challenges.
I really love Maya Angelou’s quote:
“I can be changed by what happens to me, but I refuse to be reduced by it.”
What is resilience?
It is difficult to truly define resilience because it is dynamic and multidimensional.
However, resilience is the ability to withstand adversity and bounce back from difficult life events. It is the ability to spring back into shape, or the level of our “elasticity”
Being resilient does not mean that a person doesn’t experience stress, emotional turmoil, and or suffering of any sort. Resilience involves the ability to work through the difficult situations, with a belief that you will grow through the experience and come out on the other side on track.
Resilient people generally display the following characteristics:
1. Acceptance
Seeing the issue for what it is. It is important to recognise that resilience does not mean naïve optimism. Resilient people are clear about the nature of the issue that they are facing – neither overly optimistic nor pessimistic. They have developed a world view that allows them to distinguish between blind optimism, emotions, and opinions versus the facts of the situation.
2. Purpose
Resilient people very often display a deep sense of purpose, clarity about why they are on this planet, and what they want to achieve in life and business. Whilst they recognise that there will be obstacles along the way, they never lose sight of their purpose or personal calling.
3. Flexibility
This is the ability to adjust the sails to the prevailing winds that are blowing at the time, without losing sight of the end goal or destination. As we have often said before, never change the goal, however, you might need to change the plan to achieve the goal.
If these are the general characteristics of resilience, how do we practice this.
Focusing on the four areas below will help to build the resilience “muscle” that is required to succeed in today’s challenging world.
The steps above should be intentional, and time should be put aside daily to work on these aspects. As you work through these steps, you will most likely find that you have successfully dealt with similar situations in the past, and that you could apply similar techniques to deal with the current situation. Developing a plan for the current will increase your ability to deal with the stress, emotional turmoil or suffering that you may be facing. The last thing you can afford to do in this situation is to do nothing. If, however, you are feeling overwhelmed by the situation, it is important to seek professional help.
Success is not final,
Failure is not fatal
It is the
Courage to Continue
That counts
Winston Churchill
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6 Lessons from those who failed.
For us to succeed in business, it is important to understand and learn from those who have failed. There are interesting lessons behind the stories of some key failures, let's take a look at 6 and extract the value from their example:
1. Blockbuster Videos: Blockbuster was once a dominant player in the video rental industry but failed to adapt to changing consumer preferences and the rise of online streaming services like Netflix. This failure highlights the importance of staying ahead of industry trends and embracing innovation. It is key you set up your business culture to be one of regeneration.
2. Kodak: Kodak, a renowned photography company, failed to recognize the potential of digital photography and clung to traditional film-based products. This failure emphasizes the need to be open to disruptive technologies and adapt to changing market dynamics. Always make sure your teams have the space and freedom to be on the lookout for trends that can affect your business.
3. Nokia: Nokia, a leading mobile phone manufacturer, failed to keep up with the smartphone revolution and lost its market share to competitors like Apple and Samsung. This failure underscores the significance of continuous innovation and staying relevant in a rapidly evolving market. Having a team in your business who are supported and given the space to offer their views will mitigate the risk of your business being left out of the future.
4. Enron: Enron, once a highly respected energy company, collapsed due to fraudulent accounting practices and unethical behavior. This failure highlights the importance of maintaining strong ethical standards, transparency, and corporate governance. Building a business culture based on your own personal value system is a key component to success.
5. Toys "R" Us: Toys "R" Us, a well-known toy retailer, failed to adapt to the rise of e-commerce and online shopping, leading to bankruptcy. This failure emphasizes the need to embrace digital transformation and meet changing customer expectations. Always be ready to adapt and change. Too late and you will find your business is longer.
6. MySpace: MySpace, a pioneering social networking platform, lost its dominance to Facebook due to poor user experience, lack of innovation, and failure to adapt to evolving user preferences. This failure emphasizes the importance of user-centric design, continuous improvement, and staying connected with customer needs. Build a culture in your team where they not only understand your customer value proposition but are also fully clear on what is driving the customer buying decision.
Understanding these failures can provide valuable insights into the importance of innovation, adaptability, customer-centricity, ethical practices, and staying ahead of industry trends. By learning from these failures, entrepreneurs and businesses can make informed decisions, mitigate risks, and increase their chances of success.
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How a Marketing Funnel Delivers Results for Your Business.
John Jantsch, the author of "Duct Tape Marketing," describes a marketing funnel with seven steps. Here's how you can apply these steps in your business to deliver marketing results:
1. Know: The first step is to create awareness and make your target audience aware of your business. If you are not going to create the awareness for your business yourself, nobody else is going to do it for you. Use various marketing strategies such as social media, content marketing, advertising, and public relations to reach your audience and introduce your brand. Action COACH we call this lead generation and have 84 different strategies to help you.
2. Like: Once people are aware of your business and consequently your brand, you need to build to get to like what they are seeing. You do this by providing valuable content which engages your audience. The content should evoke and emotional appeal to prosects and get them curious to find out more. These initial engagements will help people develop a liking for your brand.
3. Trust: To move people further down the funnel, you need to establish trust. Offer guarantees, provide case studies, share success stories, and showcase your expertise. Positive reviews and testimonials will help potential customers trust your brand and consider doing business with you. Any great business coach will coach you on the formula for trust.
TRUST = C x R x L
SI
Where:
C = Credibility,
R= Reliability,
L=Likeability and
SI = Self Interest (of the prospect)
4. Try: Offer a low-risk way for people to try your product or service. This could be a free trial, a sample, a demo, or a limited-time offer. By allowing people to experience your offering, you increase the chances of them becoming paying customers.
5. Buy: Once people have tried your product or service and are satisfied, make it easy for them to make a purchase. Provide clear pricing, simple checkout processes, and multiple payment options. Offer exceptional customer service to ensure a smooth buying experience. Becoming a first time shipper is the first step into building a life-time customer.
6. Repeat: Encourage repeat purchases by providing excellent customer service, personalized offers, loyalty programs, and ongoing communication. Focus on building long-term relationships with your customers to increase their lifetime value.
7. Refer: Finally, turn your satisfied customers into brand advocates. Encourage them to refer your business to their friends, family, and colleagues. Offer incentives for referrals and make it easy for customers to share their positive experiences.
By following these steps, and implementing marketing strategies at each rung in the funnel you can guide suspects of your business into raving fans!
Simply put you should be measuring the effectiveness of your marketing plan to deliver lifetime customers. How you do this would be to have clear action plan for the marketing funnel which you implement at each level of the ladder of loyalty.
A typical ladder of loyalty start with identifying suspects …
• Suspects are potential customers, they fit within your target market and they are willing to buy from you if they are in your geographic area. Testing and measuring the success of our tactics will identify our prospects.
• Prospects are those suspects who take some kind of action to make contact with you. Collect their details. Begin the relationship building. If have built trust and got them to be curious about how we have not only identified their need, but also look like we will satisfy their wants they try us out and become shoppers.
• Shopper: They have spent money. Now your challenge is to work on the relationship to increase their frequency, get them back, and increase their average spend. Turn them into customers, those shoppers who come back a second time and then again and again to buy more, more often!
• Customer: They make a second purchase. Exceed their expectations. Understanding their needs helps you to create better products and services for them. If you do, they keep coming back. We then aim to turn customers into members of our business.
• Member: Start a feeling of belonging. Put effort into recognising them. Give them a membership card, with benefits. Customers who come back provide a regular source of income. Remember marketing to our members is much more cost effective delivering much higher levels of profitability that continually focussing our efforts on finding new customers.
• Advocate: The next rung of the ladder is turning your customers into advocates. Your members become advocates when they sell the business to other people. They give referrals. They are an asset to your business. And what we target most of all is …
• RAVING FANS: These are advocates who can’t stop selling for you. They become part of your team and want to see you succeed. And all the while they continue to buy from you. Value them !
At Action COACH our business is to set you up for success. Wouldn’t it be interesting to know about how to implement these marketing strategies in your business?
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40 Henrietta Road, Norwood,
Gauteng, South Africa
+27 79 388 5709
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