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Atricle Dump - Definite Goals And The Burning Ambition To Achieve Them: How To Be A Winner
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.This means that you need to sell yourself to the customer—by building rapport while conducting a good needs assessment—before you begin to sell your company and its capabilities. Not coincidentally, that needs assessment will also allow you to sell your company far more successfully. Why? Because you must first understand your customer’s needs, before you can answer the customer’s most important question about your company.You must understand the customer’s needs before you can effectively sell your company.In deciding whether to do business with you, customers have three basic questions about your company:1. What does it do? 2. What is it known for? 3. Is your company a good match for mine?The first two questions usually can be answered with a rehearsed presentation that explains what your company does and the benefits that other clients have gained from doing business with you.The third question is most important, however, and you cannot answer it with a generic presentation that relies on standard information. To persuade customers that your company is a good match for theirs, you must tailor your answer to their specific needs.The best way to do this is to tie your company presentation directly to needs that you uncovered earlier in the s
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of
To most organisations, the benefits of investing in ongoing staff training are clear. They include:Process improvements: reduced duplication of effort, less time spent correcting mistakes, faster access to information, etc.Cost savings: lower staff turnover, lower recruitment costs; reduction in bad debts; reduced customer support calls; reduced help desk calls; reduced need for supervision; reduced downtime; increased staff productivity; fewer machine breakdowns; lower maintenance costs, etc.Improved profitability: increased sales; more referrals due to better customer service; new product ideas; improved customer satisfaction and retention, etc. Performance improvement: in quality, quantity, speed, safety, problem solving, etc.Behavioural improvements: in attitude, ethics, motivation, leadership, communication, reduced staff conflict, etc.Increased staff satisfaction: Well trained staff tend to be happier, stay longer, and are more loyal.Furthermore, research undertaken to uncover the financial impact to an organisation of investing in staff training shows a clear and quantifiable link between an above average investment in staff training and superior bottom line performance:Based on the training investments of 575 companies during a 3-year period, researchers found that firms investing the most in training and development (measured by total investment per employee and percentage of total gross payroll) yielded a 36.9% total shareholder return compared with the 25.5% weighted return for the S&P 500 index for the same period. [1] Firms that
If you are serious about developing your business or organization, please spend five minutes reading the rest of this article, it might be the most worthwhile thing you do today.
I am sure the majority of you these days have at some time developed business plans or have set objectives at annual appraisals and such like. I wonder though how often these goal plans are revisited once they are written down and how many planning documents are left to get dusty on bookshelves or at the bottom of a drawer. So often, I am sure that in all kinds of organizations, planning exercises are the end in themselves and not the means to achieving success they should be.
The reasons for this are usually quite simple and fall in either one of two categories or frequently both:
• The goals set have been inappropriately stated and have not taken on board the starting point for the organization concerned
• There hasn’t been a sufficient buy in of the plan by everyone in the organization and consequently there is no culture of accountability being nurtured
Does this ring any bells with you? If it does, I’d like to give you some ideas how you can create successful plans that will transform your business or organization. At The Enfys Acumen, we believe that plans should be tools that are regularly used to help you achieve what you want to achieve.
Plans are the most significant management tools we have
I, personally, have been involved in supporting people to develop plans for most of the last twenty-years. Very early on, I realised that plans will fail unless they are truly owned by everyone who has responsibility for achieving the goals set. The best way of ensuring ownership is to involve people in developing the plans in the first place.
People need an opportunity to:
• See it!
• Own it!
• Solve it!
• Do it!
The Enfys Acumen supports organizations to develop a culture of accountability and would gladly discuss ways you can do more to motivate your personnel to achieve your business’ or organization goals. Why not get in touch for an informal chat.
Dreaming, values and grounding in where you are now
The first level of planning, we at The Enfys Acumen call Development Planning. I challenge anyone to say that they are in business or go to work just to make money, so this level clarifies why you really are in the business you are in and the dream or vision you are working towards achieving. We have used this process to support groups of people with a wide range of skills and experience and at a pace that was comfortable to everyone concerned.
During a development planning session we start by covering a blank wall with paper and colourfully proceed to fill it with a definite path to achieve the dream or vision for the organisation concerned and the people it serves. Remember, if you don’t have a dream, how can you make the dream come true and as Einstein said, “Imagination is more important than knowledge.”
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of
Here it is, another social event in the form of a party to celebrate the time of year or a special event in someone's life. There are a dozen or more people in the room, many of whom you already know and some you know and some you do not. The introductions are abundant when the circles of people start talking and laughing. "Have you met ... yet?""No, I haven't.""Well this is .... and he is married to ... and works at ...!""Wow, it is great to meet you! Did you know that my company does work in your industry? Maybe we can chat later."And so it goes as you meet new people. The talk, even though social, always turns to business and what is happening in the local economy. So how can you network and find nuggets of business at these events?First Listen intently to people when they talk about their business to pick up potential talking points when you are in a conversation with them later on.Second When in a one on one conversation, ask questions and ALWAYS wait for the answer before moving on to the next conversation. Many people will ask questions then there is an interruption and the conversation ends without waiting for the answer. Do not let interruptions end the conversation prematurely as your likelihood of getting any business afterwards are drastically diminished. People do not forget no matter what you think. Last Never steer the conversation about what you do as most people are only interested in what they do and the well being of their family. Be aware of everyone else and leave yourself out of the conversation. If as
The reasons for this are usually quite simple and fall in either one of two categories or frequently both:
• The goals set have been inappropriately stated and have not taken on board the starting point for the organization concerned
• There hasn’t been a sufficient buy in of the plan by everyone in the organization and consequently there is no culture of accountability being nurtured
Does this ring any bells with you? If it does, I’d like to give you some ideas how you can create successful plans that will transform your business or organization. At The Enfys Acumen, we believe that plans should be tools that are regularly used to help you achieve what you want to achieve.
Plans are the most significant management tools we have
I, personally, have been involved in supporting people to develop plans for most of the last twenty-years. Very early on, I realised that plans will fail unless they are truly owned by everyone who has responsibility for achieving the goals set. The best way of ensuring ownership is to involve people in developing the plans in the first place.
People need an opportunity to:
• See it!
• Own it!
• Solve it!
• Do it!
The Enfys Acumen supports organizations to develop a culture of accountability and would gladly discuss ways you can do more to motivate your personnel to achieve your business’ or organization goals. Why not get in touch for an informal chat.
Dreaming, values and grounding in where you are now
The first level of planning, we at The Enfys Acumen call Development Planning. I challenge anyone to say that they are in business or go to work just to make money, so this level clarifies why you really are in the business you are in and the dream or vision you are working towards achieving. We have used this process to support groups of people with a wide range of skills and experience and at a pace that was comfortable to everyone concerned.
During a development planning session we start by covering a blank wall with paper and colourfully proceed to fill it with a definite path to achieve the dream or vision for the organisation concerned and the people it serves. Remember, if you don’t have a dream, how can you make the dream come true and as Einstein said, “Imagination is more important than knowledge.”
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of
There are considerable benefits to owning a home-based business. Some of the benefits fall into a tangible category such as the possibility of increased income and more time available for family. However, there is an equally important category of benefits that could best be described as intangible. These benefits are difficult to quantify with a specific monetary amount but instead refer to the happiness and sense of satisfaction that is gained by the home-based business person. I will briefly explore a few of the tangible and intangible benefits that are present when beginning and running a home-based business.First off on most people's minds when they think about starting a home business is the potential for a salary significant enough to replace current employment. And, while there are certainly many that fit this profile, it is more likely that your new business will be an addition to your current job rather than a replacement. Think of your new home business as a great way to save for retirement, pay off a few bills, and perhaps even put a little money away for a vehicle down payment. Then, if your business exceeds your expectations, you can quit your "day job". Another benefit to owning your own home business is that it gives you the ability to have control over your own success. While it's true that you do have some semblance of control in a typical "9 to 5" you're very much at the mercy of bad bosses, nepotism, and other disadvantages found in many workplaces.Some of the other reasons why starting a home business is a good idea have nothing to do with financial gain. One of the main reasons I began my own business was
Plans are the most significant management tools we have
I, personally, have been involved in supporting people to develop plans for most of the last twenty-years. Very early on, I realised that plans will fail unless they are truly owned by everyone who has responsibility for achieving the goals set. The best way of ensuring ownership is to involve people in developing the plans in the first place.
People need an opportunity to:
• See it!
• Own it!
• Solve it!
• Do it!
The Enfys Acumen supports organizations to develop a culture of accountability and would gladly discuss ways you can do more to motivate your personnel to achieve your business’ or organization goals. Why not get in touch for an informal chat.
Dreaming, values and grounding in where you are now
The first level of planning, we at The Enfys Acumen call Development Planning. I challenge anyone to say that they are in business or go to work just to make money, so this level clarifies why you really are in the business you are in and the dream or vision you are working towards achieving. We have used this process to support groups of people with a wide range of skills and experience and at a pace that was comfortable to everyone concerned.
During a development planning session we start by covering a blank wall with paper and colourfully proceed to fill it with a definite path to achieve the dream or vision for the organisation concerned and the people it serves. Remember, if you don’t have a dream, how can you make the dream come true and as Einstein said, “Imagination is more important than knowledge.”
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of
One of my clients is a sales training junky.He loves any new close, answer to an objection, or selling shortcut you can give him.He’s also an avid collector of tapes, books, newsletters, and you name it.I shouldn’t complain because he collects my stuff, too, but the last time he came to me for advice, I wanted to set him straight.I told him:“If you’d only PUT INTO PRACTICE a few if the tips I have given you, instead of distracting yourself with yet more pointers from myriad sources, you’d earn more sales and money, and save time, to boot!That offended him, because he really believes he’s getting somewhere.His latest fling is with the idea of “negative” selling. Instead of giving a prospect, good reasons to buy, he skewers his product with faint praise.“I don’t know if this is going to be of any use to you, but you might see some value in it.”Weak? Wimpy?You bet, but he’s convinced he’s better off using more sour than sweet; at least that’s what the recipe calls for this month.If you told him there is an amazing, new 3,251 step sales training process, he’d probably grab it.After all, it’s new.When I was a sales manager and I was running out of motivational ideas, I’d announce something new to my team.It could have been an innocuous change to the presentation, or I would say that a list I had obtained was “brand new” and they’d get psyched-up and there would be a temporary spike in their sales.The only problem is you can get hooked on this sort of adrenalin rush, which is exactly what’s happening to this sales training groupie.
Dreaming, values and grounding in where you are now
The first level of planning, we at The Enfys Acumen call Development Planning. I challenge anyone to say that they are in business or go to work just to make money, so this level clarifies why you really are in the business you are in and the dream or vision you are working towards achieving. We have used this process to support groups of people with a wide range of skills and experience and at a pace that was comfortable to everyone concerned.
During a development planning session we start by covering a blank wall with paper and colourfully proceed to fill it with a definite path to achieve the dream or vision for the organisation concerned and the people it serves. Remember, if you don’t have a dream, how can you make the dream come true and as Einstein said, “Imagination is more important than knowledge.”
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of
It goes without saying that a professional gathering of any kind needs a proper and equally professional venue. Without the availability of the right kind of venue, no matter how good the presentation is or how important the agenda is, the effect seems lost. On the other hand, the selection of the right venue can give more impact on the meeting, thereby making it more powerful and effective.Not all venues are suitable for all kinds of meetings. Different kinds of meetings and events require a different kind of venue. A lot of things are considered by the venue finder, while selecting the right venue. First and foremost the number of people expected – is a major factor in deciding the venue. Another important factor that must be considered is the agenda or the kind of event.There are a lot of other important factors at stake which we should keep in mind while selecting the right venue. And while keeping all these factors into consideration, it gets tough to find just the perfect place to hold the meet. At first, searching for the right venue, which meets all the important criteria, is a big task. Even if you have a place in mind, it is a pain to see it already booked for the day and time you need at. Plus the budget constraints are another factor that often pinches the mind.But since, like every problem has a solution today, and the biggest trouble shooter -internet is just a click away, therefore finding the right venue is no more a painstaking task. There are professional venue finder available to people and corporates in UK. They help in finding just the kind of venue you are looking for. And some of them deliver r
We then look at where the organisation is today, the external climate in which it operates and what is currently taking place in the organisation itself. So many plans fail because people haven’t truly considered their true starting point and haven’t taken on board the little things that need to be addressed before the big things can be achieved.
In setting the grounding for the plan, we then look at the real current values of the people involved in the project, not the written down values, but those clearly demonstrated in day-to-day activities. Values are important in any kind of business and always influence the kind of customer service or user satisfaction you provide.
"Values truly sculpt our world and the game we want to play”
When we have done this, we look at what the values should be. In most cases, there is a clear overlap, but if there isn’t then the exercise serves as a wake up call for what really needs to be addressed by the business or organization.
The planning exercise moves on to what you want to achieve. You agree a time in the future that you want to focus on, possibly two years, maybe three or even five or more, it all depends on your organization. We have found however that it is nearly always better to focus on a time that is just out of current view, not the point when a major contract ends or a funding scheme dries up. We always clarify clear, achievable goals and transport ourselves in time to think about them in the present time.
Throughout this planning process and in order to ensure everything you need to cover is considered, we use Edward de Bono’s The Six Thinking Hats as a guide. So often we find people get really passionate and excited when setting their long term goals and consequently in this frame of mind, it is so easy to miss out on some crucial issues that have to be thought about if you don’t want to set yourself up to fail.
You complete this exercise by thinking about some of the things the organization or business needs to do to gain the strength to achieve its goals, you list who else can help and who you can work with to achieve your goals. We always recognize that no one is a self-made person, we all need help from other people to achieve what we want to achieve, so we advise you always end the session with getting people to commit to the first steps to take.
When we facilitate a Development Planning session, it usually takes a full day. Enthusiasm and momentum are important in this kind of event and we would encourage you not to take too much time over the exercise. When we do it, we ensure everyone can participate full, have fun and are able to make a 100% commitment. Please ask us for more information.
“When we are motivated by goals that have deep meaning, by dreams that need completion, by pure love that needs expressing, then we truly love life”
The next level of planning that The Enfys Acumen encourages organizations and businesses to accomplish is what we call Strategic Planning. At this stage, you should be thinking in more depth about your goals and turn them into aims, objectives and outcomes. We have realized that some of the greatest challenges in the world today are challenges of language – especially people saying or not saying what they really mean. Terms like aims and objectives often cause som
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