Team Building, Team Challenges- Part 2

Team members become empowered through their commitment to participate, more co-operative through their intra-dependency and involvement, more communicative and informed which raises their level of contribution overall. This type of involvement and participation ensures and strengthens a commitment to corporate values and vision. They see the bigger picture and realize their role is an integral part of reaching corporate objectives. Teams ultimately become accountable and responsible to implement, measure and monitor results. A current job description for a team member could read as follows:"Use Your Head" and "Make Yourself Valuable."

Successful results and attainment of ownership goals are testimony to the impact that teams and teamwork have to produce significant gains in productivity and business success. Action plans are needed to build team concepts. Action plans take into consideration the values that drive the business and the strategies necessary to support them. Team concepts are thriving, strong, and continually striving to develop people in the pursuit of growth and prosperity.

Actual Together
Commitment Everyone
To Achieves
Improve More
Operations
Now!

Action principles at work give you more: Learning
Integral
Fundamental
Empowerment

Team Building, Team Challenges

Today, quality initiatives, superior service, cost of doing business and succeeding at doing business are commonly shared ownership issues. Reliance on individual experience and competencies and even greater reliance on fragmented cross-organizational work units can actually prove prohibitive to achieving these.

Proven, positive strategies should be applied to influence people to work together, together towards end results, common purpose and mutual gain. These strategies and this direction are gaining solid ground and supporting overall organizational framework goals. It is a fact that businesses of all sizes experience greater tangible payoffs and reach levels of optimal productivity when people work together.

Teamwork is all about spirit, attitude, and enthusiasm. In the corporate sense, people are more inclined to buy into quality outcomes; it gives everyone a sense of pride and companies realize the positive effects on bottom line.

From the earliest days of civilization, the hunters and gatherers demonstrated effectively how working in groups brought greater abundance into their lives. The underlying strength behind every team is the diversity each member brings to it.

This blending of talent, attributes and experience supports a common and shared sense of purpose: that being for the betterment of the business. Teams become both efficient and effective in accomplishing work and achieving results. They become effective at doing the right things and efficient at doing things right...

An Action Approach to Team Building- Part 2

Beliefs are the key motivators in peoples' behaviour. However, changing your team members beliefs is not an easy or swift task. Recruiting the right people through personality instruments and team interviews can be one strategy but understanding their beliefs can be important in identifying other strategies. Common beliefs limiting team performance include:

Feedback "I have some constructive feedback but expressing it may cause a confrontation - best to keep it to myself"

Delegation "The only way to get the job done properly is to do it myself"

Sales "Real salespeople are dishonest, pushy and arrogant"

Changing beliefs such as these can be a daunting challenge. Team leaders need to facilitate change by designing flexible experiences for people in organizations to learn that "maybe there is a different way to look at this". Experiential learning such as climbing trees and playing games aren't just used because they are fun and help build relationships but because they work. Multiple and varied experiences must be used to inspire new ways of seeing and thinking about things. Reframing opens the mind to new beliefs and behavior.

Information and ideas are not enough they need to be engrained in day to day activity. You need to look at training options and ask what beliefs in this organisation may hamper or aid in achieving the desired outcome? How can our work environment be changed to support flexibility and greater productivity or what experiences will help foster changes in belief and behaviours? Team building is not an exact science but a cast of finding the best strategies available to bring out the potential in your team.

An Action Approach to Team Building

Putting together the "dream team" for your business can be as easy as taking an "action" rather than "information approach." With a plethora of training options open to employers it can often be puzzling when trying to find the strategies that are going to achieve results.

There is one basic rule to apply when considering your next team building exercise. "Dream teams" are not built through information or training alone. Seminars, competency training, reading books and watching videos are all helpful strategies but as the age old adage goes "action speaks louder than words." Being able to perform tasks during training is not the same as applying them on a day to day basis. Just as information does not automatically change behaviors. For example, we read about the dangers of smoking but many people still engage in this behavior.
Environment is one of the key factors in influencing your team's success. People base their behavior on their beliefs about themselves and their environment. Can they have a positive impact on their environment? Does this environment support positive behavior? Team members should feel that they have the capability to contribute in their environment. This means giving them the right equipment and environment to be effective is essential. It also helps if they feel safe to contribute their opinion and feedback in a supportive environment. But how do you find this out? You simply have to ask. Ask your team if they think there are factors in their environment which could be improved to help them be more efficient, productive or happy. Perhaps they may prefer music while they work, better light, or flexible hours. Many organizations have realized the importance of employee satisfaction on the bottom line. Workplaces now can include facilities such as childcare or the benefits of ergonomically designed work stations.

Can Your People Do it the Same Way You Do?- Part 2

Three 'Tricks of the Trade' for Creating Systems:

3. Make sure your precious systems are being used
As you create systems, build into them monitoring systems, so that at a glance you can see if they are being used. Changing the culture of your company takes time and there will be failures. Even when the culture has changed, it needs to be maintained; your monitoring systems will do of this for you.

4. Make sure your team members knows the positions they play
Unfortunately, it is normal for most team members to disagree on what needs to be done while at the same time believing everyone knows their job roles. Clear written and agreed upon roles will remove the need for 75% of systems. So start here.

By now you truly understand the best systems look very unimpressive... the genius is getting them to look that way.

The Coach's Official Cheat List of Popular Systems...
If you do not know them or when to use them ask your business coach for details...
- Checklist - tear off pad
- Checklist - laminated cards
- Checklists -numbered in sequence
- Checklists - memorize with acronym
- Quick Contact lists
- Job or Quote Pads
- Position Contracts
- Standard letters
- Team 'Code of Honor'
- Performance Standards
- Meeting minutes
- Procedure manual using photographs
- Procedure manual using videos
- Weekly or Job Budgets
- Wall Signs & Instruction labels
- Test & Measure Sheets
- Survey your competitors for ideas...

When you can run your business working a three-day week and your team can create systems for you... then you really understand this topic.

Can Your People Do it the Same Way You Do?

Systems are your way of empowering your team to do large parts of your job just as if you were doing it personally. They can reduce your hours and stress by getting average people to do a great job...sound fantastic? Well, it is easy once you know a couple of tricks...

Three 'Tricks of the Trade' for Creating Systems
1. Work until it becomes simple
If the system is complex, then keep working! When you really understand something, and present it well, it will become simple. For example, written procedures can often be clarified by presenting them as checklists or tables.

2. Only write systems that make money (or reduce a big risk)We are not the government and not in the business of creating manuals, so only create a system if it simplifies a task, improves quality, or speeds up a service. This will keep you focused. Forget your big company or corporate experience of many volumes that mainly gather dust. Rather, the trick is to start small and let it grow with time.

The Steps to Successful Sales- Part 2

Qualifying
Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

The Sales Process
The key to a successful sale is the ability to build rapport and trust with each customer. Meet, greet and build rapport, settle them on a model, garment or product to demonstrate. All the time check by asking trial closing questions, then ask for their business.

Remember to sell the benefits of your product speaking in their own linguistic modality. For example, talking to an auditory person about a car engine you would say: "Listen to that engine, doesn't it sound great?"... or to a visual person your could say, "You see how smooth that engine is"...

Follow up
This is the first step to the next sale to your customer or to obtaining referrals from them... First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals... All you have to do is ask.
Remember... Do what you most fear to do, and you will have the results you most want to have...

The Steps to Successful Sales

Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results...

Goals
Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.

First aim to improve your last years' income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.

Prospecting
The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.
Put a system in place to regularly find new customers from referrals, past customers etc. Build up your database of loyal customers that you can sell time after time.

How to Use Scripts to Ensure Consistency in Customer Service -Part 2

Within the script itself you then need to look at:

c) Ask open-ended questions - you must ask questions that can't be answered by yes or no.
d) Get agreement - you need to get feedback from the customer. Ask rhetorical questions that will get them to say yes - e.g. "So it sounds like you'd benefit from A, B and C, that's pretty good, isn't it?"
e) Deal with objections - this is part of the process! Get the customer to elaborate, acknowledge that what they're saying is true for them at the time and then come up with your standard replies to known objections.
f) Close and take the next step - Would you like to pay by check or credit card?"
g) Use transition phrases/temperature checking phrases like, "How does this fit with what you had in mind?," "So from what I understand, you want A, B and C. Is there anything else?"

You will end up with a script that is really effective as a sales tool. More importantly, your entire team will have a framework to follow, which means your customers will be treated in a like-minded fashion regardless of who speaks to them. This, in turn, enhances the perception of excellent customer service. An added bonus, if you needed another one, is that any new team member will be productive much more quickly. Go make it happen!

How to Use Scripts to Ensure Consistency in Customer Service

Is your first reaction like that of my clients - scripting doesn't work, scripting is too artificial, scripting doesn't take into account different personalities? I've heard just about every excuse as to why scripts won't work; but, as I wean my clients onto the idea and they see their bottom line increasing, converts are made. Here's how to get started.

The four main areas to consider when writing a script are:
a) Target Market - be very clear who you're trying to reach.
b) Process - some of the more expensive products and services may require several steps before a sale is made.
c) Urgency - you must give people a reason to act now.
d) 'You' Focus - your script needs to be focused towards the customer.

Within the script itself you then need to look at:
a) Greeting - Get this right as it will set the tone for what follows.
b) Outline the reason for your call/visit and get permission to continue - e.g. "Would it be OK if I outlined the reason for my call today?" This step applies when you're the one making the first contact.

Want to Know How to Sell… All You Have to Do is Ask?- Part 2

Questions can guide consumer interest, discover a need and give accurate information. There are two commonly known types of questioning - open ended and closed questions.

Building Rapport and Qualifying
Open-ended questions are an excellent way to ensure customer involvement in the conversation and are a key to identifying not only what they need but a lot about themselves. You can use open-ended questions to build rapport, to find a need, to discover a customer problem and find the right solution. In journalism there are six key questions used in the interviewing process which is as equally useful in sales - who, what, where, when, why and how.

Here are a few examples of open-ended questions which are very useful:
Who are you buying the product/service for?
How often would you use the product/service?
What features were you looking for in this product/service?

This type of questioning yields a lot of great information from your customer and helps you determine which product/service is uniquely suited to them.

Closed questions tend to get one word answers "yes" or "no." They can be used to gather information quickly - not unlike a check-list. Using closed questions can also confirm a buying detail and help confirm the sale.

By using questions you are encouraging the customer to communicate, building rapport, establishing their needs, directing the conversation, diffusing tension and inviting discussion.
Learning the art of questioning and listening is the key to increasing your conversion rate and well on the way to creating a continuing customer relationship.

Want to Know How to Sell... All You Have to Do is Ask?

Have you ever answered a question with a question? Would that be making a difference to your conversion rate? The answer to the latter is most definitely yes! Asking questions not only increases your conversion rate, but builds rapport with your customer and ensures that the sale becomes their idea and not yours.

Asking questions also means active listening. You can ask questions about your customers work, business, kids or hobbies but make sure that you are listening with sincere interest. It may even be helpful to note down some of the answers - such as the names of their kids, interests etc. for future communication. By asking questions and listening, you are building rapport and attaching importance to their conversation.
Also, by asking questions you are remaining in control of the conversation. Once you find yourself doing all the talking you are no longer in control. Just remember that the person asking questions sets the direction for the conversation. If the customer is dominating the conversation by asking you questions make sure you answer the question with a question. However, try to vary the questions that you ask. You may remember from looking after your own children or babysitting that being asked "but why?" over and over again tends to get a little monotonous.

Leadership - Who's Driving Your Business?- Part 2

So it is in business. To succeed, the business owner must paint the picture and be willing to share that vision with the team. It is from this beginning that so many success stories have evolved. It is in the absence of this beginning that so many businesses have failed.

Who is driving your business? It is in this area of business development that the small to medium size business owner will be challenged when the future direction becomes unclear because of rapid and continual changes occurring within the market place and the speed of the change generated by the technological age that we live in. Excellence in the level of service demanded by the customer today increases as you meet the level of his expectations of yesterday. The need to continue to deliver to the market place, a product or service that is better today then it was yesterday, will challenge the visions that the leader will create and the team will receive. Low team moral, absenteeism and resignations are some signs that leadership has become engulfed and is in need of repair.
Increasingly, business coaches are encountering business owners who seek the help necessary to refocus and to reignite the vision for success. With the guidance provided by the experienced coaches at Action International located throughout the world, many business owners are able to regain that leadership so vital for their success.

Leadership - Who's Driving Your Business?

When business performance needs to be improved, it may well be wise to start the improvement process by first exploring the source of the leadership in that business. From my coaching experience I have found in many instances, that where a business is not performing, the leadership direction is unclear and is not understood by the team.

Leadership is about painting a current picture of the future in the form of a vision. The common thing in all of the great leadership stories of the world is the ability to create that vision and then be able to share that vision with the people. Leadership is a powerful creative tool and when embraced by business owners, has immense impact on the success that can be obtained in that business.

Managers in corporations have been guided by this concept for some time and for 'tomorrow's leaders' the following has been written.

"Every executive, every manager, to fulfill the role, must have a vision - a vision of where the organization will be and what it will look like in the future.

They must create that vision and then share it with those reporting to them, if they are to gain a high level of employee involvement and commitment and attain a high level of productivity."

Host Beneficiaries... (Who Wants to be a Millionaire)- Part 2

To make this strategy extremely effective, you must be able to sell the benefits of it to the host ben business and prove what a cheap and effective method this can be for both of your businesses. Furthermore, you can assist by drafting the letter that can be used in the mail out which would be produced with the host ben's letterhead. Action International coaches assist their clients in the preparation of both letters, one to the host ben and the other one to be used in the send out to their customers. The results can be staggering.
What is more fascinating is that you can reverse the favor and have what is called a reverse host ben whereby you make the offer of the other business' products or services to your customers. This is great where the other business still needs some convincing.
The most important thing to remember is that you must target the host bens whose target market (i.e. customer profile) matches yours; otherwise, you are unlikely to get repeat business from those taking up the offer. Remember, selling to people once is a promotion, selling to them repeatedly means that they are your customers.
Most of all, have FUN with it and it will reap you the rewards you deserve because you tried something new.

Host Beneficiaries...(Who Wants to be a Millionaire)

Ever wondered how to wow your customers or the customers of a friend in business or a business acquaintance? One of the most under utilized, yet, extremely effective methods is the "Host Beneficiary" or host ben for short.

The first thing our coaching clients tell us when we mention host bens is "host what?" Not surprisingly, I get very exited in introducing this strategy as it definitely teaches my coaching client something new and exiting that promises some special results.
The way it works is quite clever. The main purpose of the strategy is to introduce your business to the database of another business. Now, for all you hoarders of databases, don't despair, nobody gets to use your database in a malicious way, and in fact, it doesn't even have to be used directly by the business suggesting the host ben. The entire control can and in most cases does, unless time is an issue, remain with the owner of the database.
The specifics of the effective functioning of the strategy is to first of all offer something of value to the business through which you want to run this promotion. In fact, the way it really looks is that in the eyes of the host ben's customer, it's the host ben that looks like the very appreciative business which is either offering something for free or seriously discounted to its customers. And wait for it, it doesn't cost the host ben a cent. Why would that be a good idea from our point of view? Simply, you get to be exposed to the database of another business and can significantly improve the size of yours if people respond to this offer.

Welcome to Your Home Based Business - Part 2

Business owners often can work with their partner to create a great team synergy in the home environment. After years spent working in separate careers many home based
professionals can involve their partner in the business. Partners can be involved in a business development and support role and teenage children who have excellent computer skills can earn some extra pocket money.

Not surprisingly the rapidly expanding portfolio of business technology makes the home based option a very attractive one. Utilizing e-mail and the Internet as well as teleconferencing can make for a very professional approach to business from their own home office.

However, the home office environment is not immune to the challenges faced in the conventional work environment and a day in the life of a home-based professional is anything but average. There is no such thing as a typical day. By necessity, business owners should reserve time in each day for different kinds of chores e.g. starting Mondays with a meeting and ending Fridays with writing reports,

There should also be time reserved for training and attendance at workshops. Home-based professionals must be proactive and consistent in furthering their own personal and professional development. Networking opportunities are also important in keeping up with latest changes in the industry and provide a catalyst for new ideas and strategies.

Welcome to Your Home Based Business

Gone are the days when home-based business was limited to Tupperware parties and the sole operating seamstress. With the advent of new technology, the thirst for a lifestyle greater than 9-5 and the changing dynamics of the modern day family more and more people are turning towards professional home based businesses.
There are 5 key motivations fuelling the growing popularity of professional home based business: time, lifestyle, profit, team and technology.

Obviously time is a key factor when working from home. Home-based professionals are not disadvantaged by the down time normally spent travelling to and from work and they enjoy flexible hours. Clients also benefit from flexible working hours and can schedule appointments to occur before or after work.
The lifestyle of a professional working from home allows for increased interaction with family members, a tailored work environment and the freedom to set the self paced completion of tasks. A win-win relationship also exists between home based business and their client base due to increased profit potential - due to low overheads. What you save on renting an expensive office suite can be passed on to your clients - creating a win-win solution for both parties.

Ensure Good Returns on Your Investment - Follow the Saying, "If it Doesn't Add Up, Don't Do It"- Part 2

If you want to buy a business the figures also must add up - or have the potential to do so. Make a list of the criteria the business must fill and make sure this list is filled before you commit yourself. Many people buy into something believing it would fulfill their needs, to discover the figures were inaccurate or did not add up. If you are not sure, get help. Two heads are better than one, and prevention is better than cure.

A great idea when looking at a business is to check the industry average and see how your business compares. Given that four out of five businesses go broke in the first five years, you may want to be better than average.

Finally the bottom line where your figures must add up is in net profit margin. To get this figure a business must add all expenses, including an appropriate wage for all the hours put in the business, plus interest on the capital you put into the business. This will give your real margins.

'If it doesn't add up, don't do it ' must be applied regularly. Don't wait until the end of the financial year to find if you have made a profit. Business is work, but it should also be fun.

Ensure Good Returns on Your Investment

Ensure Good Returns on Your Investment

Follow the Saying, "If it Doesn't Add Up, Don't Do It"

By Action International Business Coach Michael Bedard

Business is all about making a profit, so if your business strategies aren't adding up to business profits, don't do it, or do it differently.

To be a business - that is, 'a commercial, profitable enterprise that works without you' - your business must give a good return on investment plus a full wage for every hour you spend working in your business. You can then pay someone to do your job and the business profits are not affected.

The quote 'if it doesn't add up, don't do it' can be applied in all areas of your business. Advertising is a prime example. If an ad is run and does not get an immediate response, there is no point in keeping that ad running. It is wasting precious time and money. Change the ad or where it is running.

Increasing your team must also add up in dollars. Perhaps a business should consider setting training and operating systems in place so juniors can be hired to follow the systems, rather than hiring seniors who have the head knowledge of how it should be done. Alternately perhaps the business should look at new machinery or technology instead of more team members.

Goal Setting is S.M.A.R.T. Business - Part 2

Goal Setting is S.M.A.R.T. Business - Part 2

There are many reasons why we don't achieve our goals. Sometimes the goals we set are unrealistic. New Year's resolutions are typical examples. Suddenly, we expect to change the way we eat, or the way we exercise just because the calendar changes. It's like expecting a child that's never ridden a bike to suddenly jump on and go, or to run a marathon without months of training. These goals are based on illusion with little regard to natural growth. You must be able to crawl before you walk.

So, how do we set and achieve goals? Stephen R. Covey says it best in his book "7 Habits of Highly Effective People". "To begin with the end in mind means to start with a clear understanding of your destination. It means to know where you're going so that you better understand where you are now and so that the steps you take are always in the right direction."

An example of a S.M.A.R.T. goal might look something like the following:

WHAT
My goal is to maintain a healthy body.

WHY
So that:
I can be fit to do the things I enjoy.
I can be an example to my children in health management.
I can build my personal character strength.

HOW
Good Nutrition. I will increase my intake of fresh fruits and vegetables and decrease my intake of sugar, fats, salt and red meat.
Physical. I will exercise aerobically 3 times a week for 30-minute periods.
Focus. I will be aware of my body and look out for any health problems.

Focusing on the smaller, short-term goals and achieving success will give you the confidence to set other goals. So, remember, set your goals based on the S.M.A.R.T. principle to have the best chance of achieving your goals.

Goal Setting is S.M.A.R.T. Business

Goal Setting is S.M.A.R.T. Business

Goal setting is as important in personal life as it is in business. The most common denominator in all the self-help literature and books is the importance of goal setting. We're told to set long-term goals, short-term goals, lifetime goals and personal goals.

The benefits of Specific, Measurable, Achievable, Results orientated, Time-framed (S.M.A.R.T) goals have been written about in self-help books for years. So, it follows that goal setting is obviously a powerful process.

It is about 'eating the elephant, one bite at a time' and of turning vision into achievable, actionable things. It's the common denominator of successful individuals and businesses.

Despite their obvious value, our experience with goals have shown that some are good at setting goals and sticking to them, achieving great results and others can't keep a New Year's resolution to stop smoking for two days in a row.

Failure to set goals can be seen as a fear of failure. That is, the blow to our integrity when we don't reach our goals. When we make and keep commitments, such as setting and achieving goals, it reflects the amount of trust we have in ourselves. We increase our confidence in ourselves to make and keep commitments to others and ourselves. However, when we don't achieve our goals we lose confidence in our ability to make and keep commitments and to trust ourselves.