Archive for the ‘Time Management’ Category

15 Minutes Early Plan

Monday, October 31st, 2011

Have you ever heard the adage that 15 minutes early is on time, on time is late and if you are late, well, you may as well not have  shown up for your meeting/appointment/interview? True story! A truly effective executive keeps his/her time commitments. Regardless the industry, position one holds, function you are in, or size of the company, it is critical to take being on time seriously. In addition, I believe that if you do not get to most meetings at least 15 minutes early you are losing huge opportunities. While being on time and keeping your meetings is necessary, being 15 minutes early can be a gold mine. I have had clients partially apply this secret, and the results were automatic.

Here are some examples of the problems that can be caused by cancelling, re-scheduling, or showing up late to meetings:

  • Reduced employee loyalty/satisfaction because of frustration, disappointment, or even anger, which in turn leads to decreased productivity and/or increased employee turnover
  • Reduced customer loyalty/satisfaction because of frustration, disappointment, or even anger, which decreases revenue
  •  Increased errors, which can reduce customer service or product quality, leading to a rise in product returns, reduced revenue, increased charge-backs, etc.
  •  Decreased productivity while people wait around for meetings to start, or stop for recaps of material already covered for the benefit of latecomers
  •  Increases in the length of time it takes to make critical decisions, sometimes by months, which costs you revenue and sometimes extra expenses.

We all know how important it is to be on time, in any situation, and yet the vast majority of people fail to use this simple idea of the “15 Minutes Early Plan”. If you are on time and keep your meetings with someone, you help earn trust, which in turn helps earn power with someone, and then the sales process has a chance of happening. On the other hand, if you cancel meetings, make people wait, show up late, and constantly reschedule, you lose their trust. You lose power with that person, and there is no deal. It is that simple!

To add to your success, try the “15 Minutes Early Plan”.

Howard Shore is a business growth expert who works with companies that want to maximize their growth potential by improving strategy, enhancing their knowledge, and improving motivation. To learn more about him or his firm please visit his website at www.activategroupinc.com or contact Howard Shore at (305) 722-7216 or shoreh@activategroupinc.com.

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Face-Time or Phone-Time To Fill Your Sales Pipeline?

Friday, August 27th, 2010

Have you noticed that the higher up people move in their organizations or the longer someone has been in a sales role, whether it be in professional services or a traditional sales role, the farther away they move from the daily regimen of outbound prospecting calls to schedule appointments to increase their sales pipeline? Furthermore, they are typically not in the top 25% of sales volume producers for their industry group, which means they could be producing a lot more but have allowed themselves to get complacent. The only people that do not need to set aside time for daily prospecting calls and potential networking are the people who generate enough of a consistent sales pipeline to put them in the top 25% of all producers in their industry segment. Everyone else has to find a way to develop their pipeline either through networking and making phone calls.

For everyone else, aside from company leads and people calling you unsolicited, there are only two ways to build your pipeline: getting out to network and using your phone. After studying this for some time, I am convinced that people do what is comfortable for them, but not what is best for them. What is comfortable for most people is getting out of the office and meeting people.

It is very common to find people who go to every networking meeting available, hoping to run into a few decision-makers. If they attend an event with 100 people, there may be 10 that would be good client candidates; however, they may or may not meet any of those 10 people. By the end of this event, they are likely to walk away with zero meetings and, best case, perhaps some people who would take a phone call about future meetings.

Now let’s take that same 3 hours and use the phone. The average person starting out may not have a very large contact list and may need to do a lot of cold calling. But a seasoned salesperson and partners in a professional services firm should have amassed more than 2,000 contacts willing to take their call. The people being called also know people, and may be willing to give referrals. So, imagine how many people could be called and connected within 3 hours. Even if a large percentage of the calls result in leaving messages, all calls can be directed to a decision-maker in a company with which you want to do business. Conservatively, depending on the nature of your business and the level of the person you are calling in the organization, you should achieve 12 phone meetings and 2 to 3 prospect meetings scheduled for new business opportunities. This is a much better result than attending the networking meeting above.

I am not suggesting that people do no networking. I believe that your networks make you powerful. However, I am suggesting that most people are making 2 mistakes with networking.

  1. Too much time is allocated to networking. No more than 10% of a salesperson’s time should be spent on networking. If you are in professional services and have to deliver, it should be no more than 5%, in order to allow enough time to get on the phone to properly fill the pipeline and to attend meetings with prospects.
  2. Too much networking in the wrong places. Do not go to a networking event unless the majority of the people there are the people that you would normally sell your product or service to. Do not go to events consisting of a bunch of salespeople from other companies. An exception is a networking group like Business Networking International (“BNI”), providing that you regularly get referrals from the other people you are meeting with. These relationship-based groups can be valuable if you are surrounded by the right people.

Another distraction of networking is board involvement. While this is can be a rewarding and important activity, it should not be confused with a productive sales activity. When you compare the amount of time it takes to sit and play the role on a board with the number of people on the board, amount of interaction with those people, and the amount of business received, a person would be better served taking the phone call route. So when someone decides to sit on a board, it should be a community involvement decision rather than one to help them make their sales production numbers.

The key take-away is use of time. We must be careful not to confuse what makes us feel good with what is best for generating business.

Howard Shore is a business growth expert that works with companies that want to maximize their growth potential by improving strategy, enhancing their knowledge, and improving motivation. To learn more about him or his firm please visit his website at www.activategroupinc.com  or contact Howard Shore at (305) 722-7216 or shoreh@activategroupinc.com .

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5 Questions – Are You Really Coaching Your People?

Thursday, May 20th, 2010

By Howard Shore

There is a big difference between having conversations with people on a regular basis and coaching. Coaching is not giving advice, pointing out to someone that they did something wrong, or showing them how to do something. It is also not giving your people face time. So what is coaching?

Coaching is a process whereby you bring out a person’s potential so that they can overcome obstacles to achieve their goals. The role of the coach is to provide a process of discussion using the subject’s own goals and recent experiences to help the person uncover their constraints to greater success. It takes time and patience to help them discover what they might not be seeing.

Many times the coach can immediately see the issue but has to patiently allow the person being coached to discover it for themselves by asking questions and probing. The coach also has to be careful to leave out personal bias and not make any assumptions. By doing so, the person being coached is permitted to develop the thought patterns necessary to go it alone when similar circumstances arise. If you circumvent this process by giving them the answers you run the risk of avoiding some key factors they must process before the learning process is completed. The end result is a much more lasting advantage. It becomes co-creation, and the coach and the person being coached will be able to achieve significantly better results together than either could have achieved alone.

Here are five key questions that indicate whether you are really coaching your direct reports or not:

  1. Can you finish most of your coaching sessions with them by answering their questions with questions?
  2. Do you give your direct reports your undivided attention for at least ½ an hour twice per month to talk about whatever they want to that you would call just coaching?
  3. How much time do they talk during the session versus you?
  4. Who develops their solutions and answers when you meet one on one?
  5. When you finish a coaching session do you ask the question, “what did you take away from today and what are you going to do about it?”

You should know whether or not you are being a good coach to your people by answering the above.  Coaching takes time, but its benefits are huge.

Howard Shore is a business growth expert who works with companies that want to maximize their growth potential by improving strategy, enhancing their knowledge, and improving motivation. To learn more about him or his firm please visit his website at www.activategroupinc.com or contact Howard Shore at (305) 722-7216 or shoreh@activategroupinc.com.

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