What,Kind,Results,are,you,Gett business, insurance What Kind of Results are you Getting?
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Recently one of my clients starting really inspecting hissales figures and he didn't like what he saw. He has beenin business for 35 years and his sales were flat, very flat.When we started coaching together he started the firstsession by telling me all of the problems in his businessand why it would never change, even though he was going tobe investing in training and coaching.He had a long list: The economy, his town, a lot morecompetition, employees who refused to do anythingdifferent, employees that were over 70 years old (with oneturning 80 this year, I kid you not), and employees whowere family members who were unmotivated andunderperforming. UGH! Even I was starting to feeldepressed after our first call.On the next call he came with a more optimistic attitudeand we took a look at the low hanging fruit in hisbusiness. What we started with was some upsells and a goalto increase each invoice by 10% which would result in anadditional $450K in revenue this year.His first step was to look at which products he sold themost frequently and then create a system for what hisemployees should ask when a customer purchased one of theitems on this list.Then he explained this to his employees: The difference inhis success with this project was that he was not willingto take no for an answer and that he would be tracking thesales each day. His results? His business was up 45% forDecember compared to December last year. He was ecstatic,especially considering the state of retail sales inDecember.So here are the steps he took:1. List all of the challenges in your business2. Identify the areas that you could improve quickly andrelatively easily3. Pick one4. Create an action plan with a clear goal5. Train staff on the new system6. Track daily (he broke his $2M goal down into daily andhourly goals)7. Do follow-up coaching with staff to keep them followingthe new system8. Reward employees for a job well done.The difference for this client is that he did somethingdifferent after 30 years and business and wasn't willing tolisten to his own excuses any more. What are you going todo differently this month and what structure and supporthave you put in place to make sure the change sticks?
What,Kind,Results,are,you,Gett