Engine Or Anchor?
I love the use of analogies. One of the prime examples I use is a owner of a contracting company as being the captain of a ship. As the leader you may find yourself heading towards “stormy business weather.” This storm is approaching as your sales revenue is lower than your overhead, field labor and material costs can substantiate. When this happens, you start to take on water. (Go into debt) Soon the whole ship is in danger of sinking.
When you finally wind up in the worst part of the storm the telltale signs are all around you as the captain. The rain of phone calls from vendors looking to collect on what you owe or the lightning of your having to consider a loan, line of credit or even take money out of your own pocket, just to make payroll this week are just a few of the signs that your ship is indeed in trouble. Continue reading “Are You An Engine Or An Anchor?”
See if this sounds familiar…
You’re frustrated with the way things are going at your shop. It seems like the harder you work, the more difficult it becomes to make a profit. When calls come in, it seems more often than not they result in low-priced, low-level tickets… or even worse, dispatch only fees.
At times it’s hard for you to see the silver lining, and it’s even harder to imagine things improving if something doesn’t change in the near future.
Now, if that DOES sound familiar, I have two things to tell you…
Continue reading “Take Responsibility To Be Part Of The Solution”
I firmly believe that to have a successful team, you first have to understand the individual players in detail… and then use your understanding of the players to forge a winning culture. But once you’ve taken the time to get to know each player, how do you get each individual begin to do something different, change their results and start moving in the right direction? Continue reading “3 Keys To Get Your Team To Take Action”
So how do you create an atmosphere of positive reinforcement for your team where they know that mistakes aren’t the end of the world AND that what they do well is noticed and appreciated? Continue reading “Making Your Team “Right” Even When They’re Not”
Think about one of those crazy hectic days at your shop. Your schedule is full, the phone is ringing, dispatch is buzzing, and all the trucks are rolling.
On a day like this, when everyone’s insanely busy… outside of a scheduled meeting, what sort of event would normally cause you to stop what you’re doing and talk one-on-one with one of your people?
If you can’t come up with the answer right off the top of your head, don’t worry. Because it’s something that’s really easy to miss. Continue reading “The Value Of Celebrating Success & Failure Evenly”
My First Day At Work
Ah my first day at a new job. You breathe in and inhale all of the possibilities. Everyone in your family is excited about your prospects at your new place of employment. Even your Mom said how proud she was about you landing work so you could provide as everyone should for your spouse and kids. Continue reading “From Hired To Quit In 60 Minutes!”
Controlling Toxic Behavior
In this day and age of hundreds of TV channels to watch as well as internet videos, I have found a particular show that I run across every now and then. I must say that this television series really fascinates my wife Julie and I. The show that I am talking about is called the “Dog Whisperer” and it features a gentleman whose name is Cesar Millan. This man who has a such a “magic touch” with our canine friends came, from humble beginnings growing up in Mexico before he eventually transformed into the mega-star he is today. He counts people like Will Smith and Jada Pinkett Smith as some of his closest friends.
Each week Cesar faces a seemingly out of control dog whose owners have given up on trying to train their pet and cannot cope any longer with this “toxic” behavior. These dogs are driving every one crazy, except one person. An that person is Cesar. Continue reading “If The “Dog Whisperer” Was Your Sales Manager”
Don’t Be Stopped By Sales Terrorists
I received a call from a service contracting sales person named Fred about a situation he found himself in that really took his confidence down a notch. Fred is the top performer at his company and has achieved a 73% closing rate with a 55% gross margin on his jobs. By all measure of success he was a doing a great job.
Then he had a call where after presenting his customized solutions, his buyer lit the fuse on a sales-bomb and completely devastated Fred. The buyer listened to Fred’s presentation and Continue reading “Don’t Be Stopped By Sales Terrorists”
The Language Of Losers
It was raining a torrent on this gray, cold day as John, a territory manager for a manufacturer’s distributor, scurried from his car and into the office of one of his clients. As he got in the door, he wiped the water from his glasses with a napkin he had in his pocket.
Kathy, the company receptionist, was there to greet him. “Geez, it’s really coming down out there!” said Kathy, understating the obvious.
“Tell me about it,” said John, “Hey, is Larry in today? I have some new products I need to show him.” He asked her without pausing. Kathy, knowing John for years has always stopped in on Tuesdays, ushered him into Larry’s office immediately. Continue reading “Negative Talk: The Language Of Losers”