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December 2006 Issue No. 74

Index

• Help from the Top! - Prof. Danny Sampson gives 5 great principles

• Sales Champions' news (Read about the Corporate Wellness research)

• Master's Wisdom  

• Login to Treasure Chests

• Website Links

Help from the top!

by Narelle Stratford & Dennis McMahon

Have you ever had a look at your business or sales levels and wondered why you weren't achieving the level of success you should be?  If so, have you ever spent the time to analyse where you may be going wrong?  

In order for you to analyse your business, you need to know that there a number of links in the chain of your success. And it's important that you start really understanding what the links are that drive your business.  Professor Danny Sampson from Melbourne University's Dept of Management has done a lot of research on what makes great companies, so here are five of his vital points. 

1. Alignment of company and employee values and attitudes.  
   Amcor was cited as an example, and how it addresses alignment of values and attitudes from both sides - employer and employee.  You need to examine and work on communication, style, skills development, teamwork and consultation between employees and managers. Let's look at a couple:
   
   The more you improve communication, the more productive people are and the more enjoyable that place is because there is a happy language running through it.
   
   Skills Development
   High Stress levels are mostly attributed to not getting on well with others (so that gets addressed by improving communication) and not being able to do the job well enough, for one or two of these reasons: 
   1.  Not enough time - sometimes a job does need support people 
   2.  Not enough training (or no training) on starting in the position
   3.  The job changes and people get thrown in at the deep end.
   
   Make sure you train people sufficiently and also keep upgrading their skill levels.  Simple, really, but doesn't always get addressed.  Oh, by the way, don't think that people should sink or swim.  It's very damaging to his or her self esteem and you should know better.  Provide training first, then assess, then move out if you need to.
   

2. Distributed Leadership
   Beware of micro managing your staff, and remember to devolve responsibility, authority and accountability to individuals, not just managers.  
   In essence you are asking people to feel as if they own the company and when someone feels that way, they increase their initiative (doing things without being asked and seem to know what to do) and productivity. 

3. Have a learning focus
   By adopting quality standards (check out Australian Organisation for Quality at www.aoq.com.au) and an attitude of "increased knowledge increases results", you will do a lot better in all areas of your business.

4. Be disciplined
   To be disciplined means you have the willpower to follow through consistently, so you have lots of structure in your business systems to keep you on track.  Then of course, you just need that top of mind awareness that reminds you to keep doing what you need to do.

5. Look for new and different ways to give your customer's value
   When was the last time you surveyed a client because you didn't get the job?  Or, because you did get the job?  Find out and also ask your customers what they want, so you can do better and stay ahead of the game.

There are several more successful principles you can adopt, but in the meantime, why not get started on those you have just read?

Areas where Sales Champions may be able to assist you, are:

Skills Development and training

Discipline - coaching is great for accountability

Management support and supervision - wonderful to get advice and debrief

Giving your customer's value - need a survey?  Call now on 0412 251 196 

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Agent Real Estate Treasure Chest Member's Log In 
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Small Business Owner Treasure Chest Member's Log In

© Narelle Stratford & Dennis McMahon       www.saleschampions.com.au      December 2006