Last blog we discussed the Fourth Discipline, developing work process flow charts. Would it surprise you to discover that 91% of small to midsized business don’t have a formal structured sales process? One of our strategic partners is Objective Management Group. OMG is the originator of sales force evaluations and have evaluated over 8500 different sales forces, and 450,000 sales people. Most of the businesses they evaluate are larger companies since in order to evaluate sales teams; you need four or more sales people and managers. The 91% number comes for their evaluations of these 8500 companies. You can imagine what that number might be for sales teams smaller than 4 people.
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Topics:
Work Process Flow Charts,
Objective Management Group,
priorities,
Sales Evaluation,
Sales Discipline
The principle of Strategic Discipline consists of three disciplines, meetings, metrics, and priorities. These are the essential tools that John D Rockefeller used to build Standard Oil into the largest company in the world. They are still the essential disciplines that help your business communicate better and establish the fundamental principles to grow.
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Topics:
Strategic Discipline,
Work Process Flow Charts,
Michael Gerber,
Brand Promise,
emyth,
Business System,
E-Myth Revisited
"Why do we have to do all this positive reinforcement stuff today?" If you're a manager asking this question remembering when you didn't have to, recognize that the world has changed.
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Topics:
employee performance,
positive reinforcement,
human behavior
This past week I posted a blog on Pearson's Law Revisited. I'd only wished I'd listened to Aubrey Daniels' Bringing Out the Best in People first before writing it. In Chapter 11 I was struck by Daniels' comment, "measuring doesn't change a thing!" He noted that a great many people in business believe that measuring a problem is tantamount to solving it.
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Topics:
Business Growth,
Pearsons Law,
Quantification
"Life isn't fair, get used to it!" "Fair is something you take your pigs to in the fall!"
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Topics:
Strategic Discipline,
Core Values,
Discipline Plan,
Zappos,
Locus of Control
Some time ago I wrote a blog about Pearson's Law. Few people are aware of it yet when quoted most nod in agreement. Pearson's law states that, "When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates."
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Topics:
Accountability,
Strategic Discipline,
Discipline Plan,
Mastering the Rockefeller Habits,
Pearsons Law,
Quantification
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