1. Measure Your Way to Success by Using KPI’s
  2. Is Your Business Growing or Dying
  3. Ensure a Good Return on Your Investment
  4. Breakeven Analysis
  5. Keeping Score in a Winning Business
  6. Exercise wisely…
  7. Roots
  8. Muck & Money
  9. Who said that?
  10. Why are owls so wise?
  11. Business Success: Eight Fundamentals
  12. Uncomfortable Conversations
  13. Are you working hard or just working long hours?
  14. Investing Time on the Right Tasks
  15. COACHING — Not just for GOLF!
  16. Why Connecting with the Tough Decision Makers is Worth Your Time
  17. How to Close More Sales
  18. Having A Bad Day? Find Something Beautiful
  19. 10 Ways to Foster a Culture of Innovation and Creativity
  20. What are you worth?
  21. Are You A Carrot, An Egg, Or A Coffee Bean?
  22. How to Create Emotional Connections With Customers
  23. Why Top CEO’s Are Heavy Users of CEO Coaching
  24. Gandhi’s Top 10 Fundamentals for Changing the World
  25. Business Coaching Proficiencies
  26. Don’t Think Outside the Box – Redefine It!
  27. Ten Reasons People Resist Change
  28. How Social Media and Smart Devices Impact Consumers’ Buying Decisions
  29. The Art of Delegating
  30. Break Through the Sales Barrier with a Breakthrough Strategy
  31. Growing Customer Loyalty
  32. What Are You Working On? Are You Excited About It?
  33. What Does It Take to be a Successful Person?
  34. Growing Your Business Through Goals
  35. Discounts versus Profits
  36. How to Make Your Business Writing Twice as Good
  37. Increase Profits by “Pruning” Your Business
  38. Personal Bests
  39. Features versus Benefits
  40. Personal Bests
  41. Do you love your year end…
  42. Challenges Are Normal
  43. Are Your Messages Remembered Long Term?
  44. Business Coaching & Sales Increase
  45. Why Every Executive Needs a Coach
  46. Are you lucky? Or just on your game?
  47. 10 Elements of a World-Class Company
  48. Who Answers the $50,000 Call in Your Business?
  49. Is there a difference between sales and marketing?
  50. What sets an expert apart from a novice?
  51. How fresh are your marketing strategies?
  52. What are you measuring in your business?
  53. Business Coaching Results
  54. Business Coaching Results
  55. Will Apple Succeed?
  56. Business, Time Managment
  57. Setting Your Business Agenda
  58. Business Lesson from the Baseball Diamond
  59. Sales versus Marketing
  60. What are you Measuring in Your Business
  61. Business: The $20,000 Phone Call
  62. Business – Game Changer
  63. Are you still learning?
  64. Riding a Dead Horse
  65. Business & Baseball
  66. Business Coaching Proficiencies
  67. Business Coaching Proficiencies
Thursday, December 13, 2018
  1. Measure Your Way to Success by Using KPI’s
  2. Is Your Business Growing or Dying
  3. Ensure a Good Return on Your Investment
  4. Breakeven Analysis
  5. Keeping Score in a Winning Business
  6. Exercise wisely…
  7. Roots
  8. Muck & Money
  9. Who said that?
  10. Why are owls so wise?
  11. Business Success: Eight Fundamentals
  12. Uncomfortable Conversations
  13. Are you working hard or just working long hours?
  14. Investing Time on the Right Tasks
  15. COACHING — Not just for GOLF!
  16. Why Connecting with the Tough Decision Makers is Worth Your Time
  17. How to Close More Sales
  18. Having A Bad Day? Find Something Beautiful
  19. 10 Ways to Foster a Culture of Innovation and Creativity
  20. What are you worth?
  21. Are You A Carrot, An Egg, Or A Coffee Bean?
  22. How to Create Emotional Connections With Customers
  23. Why Top CEO’s Are Heavy Users of CEO Coaching
  24. Gandhi’s Top 10 Fundamentals for Changing the World
  25. Business Coaching Proficiencies
  26. Don’t Think Outside the Box – Redefine It!
  27. Ten Reasons People Resist Change
  28. How Social Media and Smart Devices Impact Consumers’ Buying Decisions
  29. The Art of Delegating
  30. Break Through the Sales Barrier with a Breakthrough Strategy
  31. Growing Customer Loyalty
  32. What Are You Working On? Are You Excited About It?
  33. What Does It Take to be a Successful Person?
  34. Growing Your Business Through Goals
  35. Discounts versus Profits
  36. How to Make Your Business Writing Twice as Good
  37. Increase Profits by “Pruning” Your Business
  38. Personal Bests
  39. Features versus Benefits
  40. Personal Bests
  41. Do you love your year end…
  42. Challenges Are Normal
  43. Are Your Messages Remembered Long Term?
  44. Business Coaching & Sales Increase
  45. Why Every Executive Needs a Coach
  46. Are you lucky? Or just on your game?
  47. 10 Elements of a World-Class Company
  48. Who Answers the $50,000 Call in Your Business?
  49. Is there a difference between sales and marketing?
  50. What sets an expert apart from a novice?
  51. How fresh are your marketing strategies?
  52. What are you measuring in your business?
  53. Business Coaching Results
  54. Business Coaching Results
  55. Will Apple Succeed?
  56. Business, Time Managment
  57. Setting Your Business Agenda
  58. Business Lesson from the Baseball Diamond
  59. Sales versus Marketing
  60. What are you Measuring in Your Business
  61. Business: The $20,000 Phone Call
  62. Business – Game Changer
  63. Are you still learning?
  64. Riding a Dead Horse
  65. Business & Baseball
  66. Business Coaching Proficiencies
  67. Business Coaching Proficiencies

What are your goals?  What are your objectives? Where do you want to take your business this year?

These are questions I ask all prospective clients, and the responses are often fascinating: “I want to build a client base so I can have a comfortable lifestyle,” says Tom. When I ask what he means by this, Tom rambles on but doesn’t say anything meaningful.

“I want to meet my quotas,” says Shirley. And when I ask what these quotas are, she describes a formula that even she doesn’t understand.

When I ask, “How much money do you want to make this year?” or “What are your sales goals?” there’s generally silence and then ”I never thought about it that way.”

To be successful in business, you need to have clearly defined, measurable, and quantifiable goals. You need to keep score. You need to keep performance-against-plan records.

Imagine playing golf, tennis, baseball, football, basketball or hockey without keeping score.  How would you know if you played well or poorly? Won or lost? Were getting better or worse? Now imagine running a business without keeping track of income and expenses, or profits and losses. How would you know whether you were making or losing money?

Should you have given yourself a reward because business was great, or should you have taken a pay cut because business was terrible?’

Without goals — and a way of measuring your performance — it’s impossible to know if you’re on track or hopelessly lost and circling the drain.

For example, if you want to make $100,000 this fiscal year, how much revenue would you need to generate, at what margin? You need to create a plan for how to earn it. Otherwise, it will remain only a pipe dream.

Let’s break the goal down into bite-sized pieces:

 $200,000 a year is:

  • $50,000 a quarter
  • $16,000 a month
  • $4,000 a week
  • $800 a day
  • $100 an hour

So, what do you need to do to generate that $100 per hour?

Jim never much cared for cold calling, but one day he got an idea and said to himself, “I’m going to keep records of my dialing activities.” After talking it through with his coach, he decided to keep a pad of paper on his desk and make a small circle on the paper each and every time he dialed the phone. When he actually connected with and spoke with someone, he put a check mark in the circle.

When he found someone who wanted him to keep in touch, he put a hash mark through the check mark. And when he booked an appointment, he put a larger, double hash mark through the check mark.

The first month, he didn’t spend much time on the phone, perhaps 15 to 20 dials a day, a total of just over 300 for the month — but he made $9468 in commissions.

Jim figured out that he earned $28.95 each time he dialed the phone, whether he spoke to a person or not. A lightbulb went on in his head. “If I double my dialing, I’ll probably double my earnings.”  And he did.

Today, Jim’s goal is to be on the phone, cold calling, for at least two hours a day. It’s the most important activity he does. He schedules an appointment with himself for cold calling between 9:00 and 11:00 a.m. and allows no interruptions. His income has increased dramatically.

Remember the 80/20 rule: if 80 percent of your results come from 20 percent of your activities then 80 percent of your time is WASTED.

The goal isn’t to work harder. The goal is to work smarter.

 

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