Business Success Coaching

“Ever watch people using a revolving door these days?” The young man related, “Why for some, the whole day is spoiled if they miss one section.” His partner said, “you mean it annoys them to miss one complete revolution of the door?”, “No sir”, answer the first man, “it use to be that, but now they are so tense it upsets them to miss just one section”. – Story from Norman Vincent Peale

I was stopped at a Wawa the other day, just graping some coffee and as I started to back my car out, a fellow walk right on the side of my car and I almost hit him. The anger on his face was unbelievable as he smacked my car and yelled a few choice words and stomped off. Now, I know the normal reaction, get out of my car and start screaming. But instead, I backed my car out, drove over to his car and was actually going to say that I was sorry and wish him a better day. I rolled down my window to talk to him, he screamed some more choice words, slammed his door, gave me some hand signals and drove off. I would not want to be in his way today.

Stress kills, we have all heard that in the past, but what can we do about it? How can we not let bad stress control and drive us. Some stress is good. It can actually helps us get things done. But the stress related in these to stories can be very dangerous.

So how does all this related to today’s topic, Creating a plan? Last week we talked about the vision. I hope all of you have taken some time this week and started to create that vision in your mind. Have started to write things down. Have started to define where you want to go.

I use to develop major software systems for Fortune 1000 companies. To build great software you first need to know what it is you are building, the vision. Then you need to know how you are going to do it, what you are going to do, when you are going to do it, how you are going to do it. You have to have a written plan.

For a plan to be effective it needs at a minimum to have the following:

1. What is I you want to accomplish. Here you take the vision and expand it into more detail.
2. How are you going to make it happen. What are the steps you need to go through to make this happen.
3. What are the resources you are going to need?
4. What is the time table to get it done? What is the schedule to make it happen
5. How are you going to handle monitoring progress, changes and problems.

Let’s look at the start of a simple plan. Please note, this is just the start of the plan, but it is written down. Key to success.

Vision: To create an effective sales team and makes and exceeds the expectation of me, the owner of the company.

1. What is I you want to accomplish. Here we take the vision and we expand it into more detail.

A. Build an effective sales team (one that exceeds our expectations for revenue and service)

B. A sales team that makes themselves and the company money

C. Brings in new business.

D. Expands and keeps existing business

E. Brings in profitable business. (business that exceeds our average profit goals)

2. How are you going to make it happen. What are the steps you need to go through to make this happen.

A. Create a chart on the skills and abilities for the sales rep. Have to have skills (without which they will not be considered) and like to have skills (skills that will make them better, but are not required).

B. Define a good compensation plan.

C. Define the expectations you have of them and what they can expect from you and the company.

D. Start putting the word out to people and groups you know that you are look for sales help.

E. Hire a recruiter

F. Run ads

3. What are the resources you are going to need?

A. Someone will have to devote 8 hours a week to the project

B. Money to pay for ads and other resources.

4. What is the time table to get it done? What is the schedule to make it happen

A. Create chart of what we need Week 1

B. Define compensation plan Week 1

C. Define expectations Week 1

D. Put the work out Week 2

E. Interview and hire a recruiter Week 2

F. Run ads Week 2

G. Review and screen candidates Week 4

5. How are you going to handle monitoring progress, changes and problems.

A. Define goals and monitor weekly were you are

B. Weekly, define what is working and see how to get more resources in that area

C. Weekly, define what is not working, how to change it or drop it.

This is just a start. You still need to expand it, clean it up and make it work. But it is the start of a written plan. It is the second “C” in the word SUCCESS.

Remember, a plan is one of the first steps to stop STRESS – stress kills.

This week, develop the plan for your vision.

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