Editor's Blog


5-Step Success Process

April 14, 2011
/ Print / Reprints /
ShareMore
/ Text Size+


“If you don’t care where you end up, any road will do.”

But if you’re trying to run a successful business, I highly recommend you get selective about where you’re trying to end up and which road you choose to get you there.

That is the foundation of my tagline, “Less Stress. More Success.”

Do you know what you really want? If yes, how well have you communicated it with others? Even if you are the one and only person at the company, you need to know where you want to end up and the best road to get you there.

Here’s the 5-Step Process I developed to help me get myself on the right road that gave me the greatest chance to meet and exceed my own goals:

Step 1. Decide what it is you want to improve.

Step 2. Devise the systems, tools and processes to improve it. In devising the systems for improvement, keep in mind that people will always resist change at first. People usually resist change because they don’t want to fail.

Your job is to provide all of the training opportunities and coaching they will need to succeed. Decide why your staff should care by addressing the “WIIFM” (aka What’s In It For Me) factor first; then make sure they know what’s in it for them.

Step 3. Measure performance by giving your staff objective statistics for each behavior and result. In business, we compete against previously established statistics - last week’s numbers, last month’s numbers, last quarter’s numbers and last year’s numbers. The goal of business is to beat the previously established number. Make your measurements visible.

Step 4. Coach each week based on what the measured statistics are showing you. Then, provide training that is a mix of classroom and real-world. Role-playing is the most important type of coaching you can do for each member of your staff.

Step 5. Reward and consequence process is as follows:

  • Here’s what’s expected. Do this and you keep your job. People need to know what marks they’re supposed to be hitting. They want to understand how they can conduct themselves to please you and your customers.

  • Do more and here’s what you get. Stop hunting them down and killing them when they fail without spending more effort on hunting them down to reward them.

  • Do less and you get coached. But if you keep doing less for a specified amount of time, you’re gone. The only way to deliver to the people who are achieving is by not burdening them with the people who are not achieving.


Here’s a real-world example on how I use this process with clients to get better sales results:

Decide. We want to improve the sales performance of “system engineers” - or salespeople. These people sell the big-ticket items at a company. We know that if we improve their conversion rate (how many closed sales per how many sales leads they run) they’ll generate more sales for the company.

Devise. We will begin tracking how many calls are given to each system engineer vs. how many closed sales are made and the total amount of sales dollars they generate.

Measure. We will track the numbers every month for three months and then the system engineers will be competing with the established group average.

Coach. We will do role-plays in the training center to simulate how to approach a potential big-ticket sales call from beginning to end. (Don’t have a training center? Use your own office or home.) Discuss how each lead was run this week.

Reward. We will reward and coach the system engineers based on a three-tier system of measurement:

    1. Hit sales goal - there is a built-in sales commission to augment your salary.
    2. Go above goal - the sales commissions rise dramatically since this is all found money above budgeted goal.
    3. Go below goal - we’ll coach you, but only for so long.


Engage the 5-Step Process for Success at your company. Enjoy the process and reap the rewards.

Links

You must login or register in order to post a comment.

Multimedia

Videos

Image Galleries

The 2014 Experience Conference and Exhibition

A look in photos at the 2014 Experience Conference and Exhibition, which was held from April 24-26 at the Embassy Suites Convention Center and Spa in Frisco, Texas.

1/27/15 2:00 pm EST

Grow Your Business and Improve Operations with New Payment Technology

Attend this free webinar to learn how new developments in payment technology can help you close more jobs, increase upselling opportunities and improve operations.

Podcasts

The winter slow season is a great time to pursue commercial cleaning accounts and stay busy. John "the Hitman" Braun solicited questions from thousands of cleaners across the country regarding their questions on commercial cleaning accounts and answers them in this episode of the show.
More Podcasts

ICS Cleaning Specialist Magazine

CoverImage

2014 Nov/Dec

The Nov/Dec ICS features content on how to get better meter readings, a roundtable on truckmount development, neighborhood marketing and more. Also included is the annual Buyer’s Guide and Directory.

Table Of Contents Subscribe

Janitorial Work

In addition to residential and commercial carpet cleaning, do you do any janitorial work on the side?
View Results Poll Archive

THE ICS STORE

FinalCover.gif
The Carpet Cleaner's Book of Unlimited Success! (ebook)

Don’t worry about the recession or about your competition.  Now you can be the owner of over 400 ways for carpet cleaning professionals to make more money and get more jobs!

More Products

ICS DIRECTORY AND BUYING GUIDE

Director_Buyer.jpgThe premier resource and reference guide for the cleaning and restoration industries.

Click here to view

STAY CONNECTED

facebook_40.png twitter_40px.png youtube_40px.pngcrc logo

TRUCKMOUNT EQUIPMENT AND ACCESSORIES GUIDE

Truckmount.jpgEquipment listings and specifications from the leading industry manufacturers.

Click here to view