Outcomes - Thats What You Need to Focus On
Successful business owners and managers need to be veryclear about what outcomes they want. Whether you call them goals, objectives or targets, theseare the factors that you're ultimately judged on. Outcomes determine whether your business is a success or afailure.
If you're an employed manager, you'll find them in your jobdescription or contract and I'm sure your boss willconcentrate on them at your next performance review. Outcomes are what you're paid to achieve.
Many business owners and managers allow themselves to bedistracted and diverted from their outcomes. They getinvolved in all sorts of situations that take their "eye offthe ball."
I regularly run a workshop for managers called - "ManagingYour Priorities." At the start of the workshop I ask the managers to draw amap on a large sheet of flip chart paper of all the thingsthey do in their job. They almost inevitably fill that pagewith all sorts of tasks and activities. More often than notthey surprise themselves with what's on the page.
I then ask them to identify and mark with a large cross,their real priorities, and the outcomes that they'reultimately judged on. Out of all the tasks and activities onthe page they usually cross only five or six priorities andsometimes less. (You might want to try this exerciseyourself sometime).
What we do find however is that the priorities that theycross are not allocated the time they deserve on a day today basis. The managers will often blame their seniormanager for many of the tasks which divert them from theirpriorities, which is perfectly fair. However there are many tasks that a manager takes onbecause:
1. They don't like to say "no" or -
2. They don't trust anyone else to do it or -
3. They just 'like' to do it themselves.
I then spend time in the workshop showing managers how tocommunicate with their senior manager and their othercolleagues in order to minimise the number of tasks thatdon't contribute to their outcomes.
Many managers fall into the trap of believing that theirmanager will understand why they haven't hit their target orquota. They seem to think that because the senior managerhas handed out all sorts of other tasks, then they'll acceptyour failure to achieve your target.
Well let me tell you now - they won't!
Some business owners believe that their bank manager orinvestors will understand all the reasons why they haven'tachieved their business outcomes. However, as I'm sure you know, bank managers and investorsonly want to hear that you've achieved what you said you'ddo.
The successful business owner or manager keeps very focussedon outcomes and doesn't allow anyone or anything to divertthem without good reason.
It's also important to focus on outcomes as far as your teamare concerned. Sometimes the people in your team will beonly too happy to do other little jobs and tasks that youask them to do.
I've had salespeople say - "Oh, I'll deliver that to thecustomer, it's on my way." Customer service people will say- "I'll go and talk to distribution or finance departmentabout that." You have to keep asking yourself the question,"Is what they're doing helping me to achieve my outcomes?"If the answer is "no" then don't let them do it.
Make it clear to your team what the outcomes are and don'tconcern yourself too much about how they get there. Now thatdoesn't mean that you encourage a salesman to get a sale atany cost, or a chef to use inferior ingredients. And youobviously don't want a maintenance engineer cutting cornersthat could jeopardise safety.
However it does mean using the thinking part of your brainand not listening to your inbuilt programs. Your people maynot do a job the way you would do it but that doesn'tnecessarily mean it's wrong.
I've often listened to a salesperson speaking to a customerand found myself thinking - "That's not the way I'd do it."The temptation then, is to jump into the conversation orspeak to the salesperson afterwards. However I've learned tokeep my mouth shut, because many times the salespersonclosed the business, the customer was happy and it probablywas better than I would do it.
I checked into a hotel recently and as I signed thepaperwork the bubbly receptionist complimented me on mycologne. She asked what kind it was so that she might buysome for her boyfriend.
Now I know this hotel chain and this isn't part of thewelcoming speech. I also know that some managers woulddiscourage this level of familiarity between staff andcustomers. But I'll tell you something - as a customer, Iloved it, she certainly brightened my day. Her response wasfar better than some of the stuffy robotic greetings you getfrom most receptionists at the major hotel chains. This receptionist had made me a happy customer and if Iowned this hotel that's an outcome I would want.
The successful manager defines the outcomes to the teammembers and then lets each person find their way of gettingthere. That doesn't mean you walk away or have no ideawhat's going on. You need to be constantly out there withthe team, watching and listening and supporting what they'redoing.
I believe that two characteristics of successful businessowners and managers are -
1. They get the job done and
2. They do it in the easiest and least stressful way.
I'm just pointing this out, because to try and control yourteam's activities and get them to do things the way you wantthem done, is extremely stressful. It can also mean that youde-motivate the team and then it'll be much harder toachieve your outcomes.
Discover how you can generate more business by motivatingyour team!Alan Fairweather is the author of "How to get More Salesby Motivating Your Team" This book is packed with practicalthings you can do to get the best out of your people . Click here nowhttp://www.howtogetmoresales.com
Something From Nothing, With Something To Share
Betrayal, it can hit you like a load of bricks falling from the sky, leaving you with a pit in your stomach that no pill can cure.
The Dirty Dozen
1) No Umbrella Business Plan or Strategy -- Without a plan, there's no serious way to gauge the growth and progress of your business. You need a realistic map for where the customers will come from and where your business is going. You also need a plan to bail you out when difficult personal and business times come your way. Solution ? get a plan together. Stop thinking about it and do it.
Franchises - Success and You
Many people believe owning a franchise will make them rich, financially secure, and provide the life of their dreams. True, franchises have an extremely high success rate, and a very high satisfaction rate among their owners. But is that success guaranteed when you purchase a franchise? NO!
100% of Nothing
What would it be worth to you to receive a steady stream of new customers with little or no effort on your part? Would you be willing to pay 10% of the revenue they generate? 20%? 50%? Or do you believe that you can't afford to pay anything?
Documenting Partnerships in Your Business Plan
Forging partnerships to improve market penetration has become commonplace, particularly for "new economy" businesses. And, most companies proudly mention their many partnerships in their business plans.
Entrepreneurs - 9 Top Mistakes to Avoid
1. Isolating YourselfWhen setting up a business, you can get so overwhelmed with the administration that you don't focus on building up your network. Networks can provide a way to catapult your business forward through referrals, joint ventures, or providing industry knowledge. Networking does not need to be through formal events but can come in many forms. Even using websites to become aware of who and what is out there is useful. Giving time for self development and training activities to grow your skills, can be one area that is given a lower priority which can often lead to unwise decisions.
Oil Change Guys History; Part III
Studying the history of franchise companies is interesting is watching all the ways they grew and all the partnerships, vendors and mergers along the way. It is a myriad of deals and team building, which makes it all possible. Continuing Part III of the saga:
Think - Dont React
How you think, your relationship with yourself is what decides how well you communicate with your customers and relate to your team.
Oil Change Guys History; Part IV
One trait of franchisors and something you will find in all their biographies both; official and unofficial is their competitiveness and refusal to give up. Now onto Part IV of our saga:
Entrepreneurship Story; Over Regulation in Franchising Final Chapter
Sally and Jim have launched their automotive franchise business and are now selling franchises; problems arise as lawyers and over regulation threaten to ruin their life's work, see how it ends; tragedy or success. A realistic story of modern day franchising. . .
From Employee to Entrepreneur: Taking the Plunge
Before you decide whether or not running your own business is right for you, start by pinpointing your area of expertise and assessing your aptitude for business.
Entrepreneurs - Your Well Being Should Come Before Profits
I believe the spiritual aspect of life, especially to entrepreneurs, is very important. While business may be the focal point for an entrepreneur's life, it's your outlook on life that shapes what kind of person you are.
Before the Business Plan
Purveyors of conventional wisdom would have you believe that the very first thing you ought to do when setting up a new business is to create a business plan.
What is Entrepreneurship?
In discussing entrepreneurship and writing articles on the subject, I have found that it aids understanding when we begin by agreeing on exactly what the word means to us.
How To Grow Your Micro-Business
If you want to grow your micro-business (defined as a business with fewer than five employees), you mightconsider some of the findings of a survey by Statistics Canada.
The New Paradigm for Entrepreneurial Success
Entrepreneurship is a great magnet to deliver new ideas, unique approaches and innovative technologies. When conducted in a proper way, turning people into entrepreneurs improves a country's economic situation and aids sustainable progress. However, transition to become an entrepreneur is not that aspiring to all. Risks and uncertainties involved in starting a new business coupled with stagnant economy discourage people to step up the plate and take a swing.
Secret Revealed In The Business Code
? Beginners often rush into business without any planning.
Secrets of My Favorite Government Auction
I love bargains. And there's no better place to find bargains than an auction. And there are no better auctions than government surplus auctions. My favorite government surplus auction takes place the 3rd week of September every year in the County Park. I won't tell you which county park as this is my best-kept secret! Even though the auction is advertised in the local papers (as required my law), I usually find the same 20-30 people mulling around, looking at all the lots. And many of them I know are not high-bidders!
Dream It, Create It, Become It! Design a Dream Board
Have you ever heard of "Dream Boards" or "Treasure Maps"? A Dream Board is a visual picture of the dreams you have for your life. Some of my clients also use this concept to visualize their businesses! It's their first business plan.One thing that is important to remember, though, is not to "get stuck" on your dream boards. We all have plans for our future, but it's important to watch the universe for signs of "its" plans for us. Otherwise, we might miss out on some great opportunities!
How To Find Hot Online Business Ideas
Would you like to find the key that unlocks thedoor to a gold-mine of online response, sales and results for your business?
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