Get the right employees on the bus

Every time that you've thought that a specific employee is not pulling their weight...you hear other employees talking about their lack of production... the employee is disruptive to what you are trying to achieve... they don't take direction or can't work independently, or stir up other employees... you need to move this person off the bus. Sometimes regardless of how much effort that you put into turning an employee around it is not going to happen. I am 1 for 14 on turnarounds. This effort needs to be spent investing in the the keepers.

It is difficult to to let someone go... but not as difficult as you think if you have set clear expectations and are holding them accountable. It is when there are foggy expectations and you never have a performance discussion with them that makes for a very challenging discussion.

Everyone can be replaced... and often upgraded. If you have a sales representative that is selling but never getting any of their sales reports on time, not following sales management direction, etc... Attempt getting them on track... if not move them off the bus and upgrade the person in this position.

My recommendation is for you to first put an organizational chart in place for every position in your company... there may be multiple position that have your name. From there you need to develop job descriptions for every position and lay out what the expectations are.

Then immediately address anything you observe that is not in line with those expecations. Get the right employees on the bus and sales success will come to you.

Sales Profit Objectives

As my dad once said "I don't know where I'm going or where I'm at but I sure am making great time". This concept applies for every business whether it be a small family business or a multi-billion dollar corporation. I am always asking my clients what is your objective. Is your objective to grow sales, profit, help your community, etc.. I believe that a business needs to focus their objective. It must be clear, concise(Can be put on the back of a business card), and specific(What is the sales or profit target that you plan to achieve).

The most important thing is to put your objective on paper!

An example of this is Casper Cremations in Boston at http://www.caspercremation.com/ . There objective is to be the #1 internet licensed cremation provider in Boston. They have put this on paper and have laid out a specific actionable plan that holds management and employees accountable to achieving this objective.

All employees in your business must be educated on your objective... At every opportunity! Your objective can then be broken down to quarterly, weekly and daily goals to make it become a reality.