Kevin W. McCarthy

The Professor of On-Purpose

training

Salesperson Turnover? Why it matters.

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Salesperson turnover is a consistent problem in businesses small and large.

Being a salesperson is a tough profession. It is typically hard work requiring a variety of skills that can often be contradictory within one person. For example, one needs to be persuasive and a leader, yet also a good listener and a servant. The On-Purpose Approach reconciles many of these qualities by placing purpose first and foremost.

Today’s On-Purpose® Business Minute explores 3 important elements to set up salespeople (and solo owners) for success and avoiding salesperson turnover.

  1. Culture of belief
  2. Marketing
  3. Sales training

Salesperson turnover costs everyone. Rolled up paper money of various dollar amounts.After decades of advising thousands of business owners, the patterns of poverty jump at me. If you are a business owner, sales manager, or a salesperson, then pay close attention to this message. Benchmark yourself against my comments and see how well your selling system operates to support your field. Perhaps there’s a reason why you can’t find and keep good salespeople!

If you are a Solo Owner, then benchmark yourself against these three measures.

Being the salesperson and the production person presents a unique challenge. Far too often I see small business owners veering into the realm of thinking, Yeah, I think I can do that.

Instead of staying with what one does best and finding clients who truly value your services and where you are expert, we drop down the learning curve and grab work for the money instead of realizing we’re losing profitability and diluting our brand by confusing our target audience. It is a dangerous cycle of being money-driven instead of being on-purpose.

Be On-Purpose!

Kevin TOPBP_cover

 

Want to learn more?

Purchase your copy of The On-Purpose Business Person. Click on the book cover to order.

Do You Have Killer Goals?

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“You need to set goals.” In business and in life we’ve all heard those words. It is hard to argue with the advice. It seems so simple. Yet for all the talk of goal setting, how effective is it really?

Setting goals is an important aspect of the strategic planning process.

But it is part of a process, not the ends and means unto itself.

Several years ago the CEO of a multi-billion dollar publicly traded company hired me to help revive the business. As he said to me, “Kevin, we need a crusade. Something we can believe in that’s bigger than our day-to-day.”

During my on-site time at the company headquarters, I met with the Director of Worldwide Strategy. In gathering initial information, I asked this question: “What are your income and profit goals for this year?”

That’s normally not a challenging question. Except here I was met with the answer, “We don’t have any goals like that.” This was a stunning revelation to me. How could they not have goals?

I promise you that the point of this On-Purpose Business Minute is an endorsement for setting reasonable goals but within the context of a strategic planning process. In my client’s case, it had me wondering just what the heck the Director of Worldwide Strategy was doing. He wasn’t happy to see me show up in the first place and now this question ensured a sabotage was in the works. He won!

Setting goals in a new fiscal year is commonplace in most work settings.

It is the natural time of the year for reflection and planning so the new year can be better than the previous year. There’s a reason why, however, all those good intentions often fail to live up to expectations. Business can’t be run by numbers alone. Metrics have a role, but they’re the result of a strategic process, not the lead.

This form of “Management By Objectives” was made popular in the 1970s. However well intended it was, the execution of it fell to a minimalist “numbers only” approach. Unfortunately, that is an indication of under-performing management.

Goal setting — everyone uses it, right?

You know the routine. You show up at an organizational retreat for work, church, the PTA, a ministry, or some other group. After the introductions, the person with the agenda says it is time to set goals.

Suddenly a knot appears in your stomach. Something about this doesn’t feel just right. You go with it because goal setting seems so right … and yet so wrong. After an hour or so, the team comes up with a list of goals and everyone goes home satisfied that a great deal was accomplished. And it has, but you have this gnawing feeling that very little is really going to happen next.

Why, you wonder, is it so unsatisfactory? Why is the group so excited, yet you’re so worried? You understand that goals without a plan are merely imaginary—but still better than no goals at all! Regardless of whether the organization is falling short or falling flat on its face, it is failing to complete the strategic process. That means that someone in charge doesn’t really know what it means to lead an organization. Uh-oh—Killer Goals of the worst kind.

There are Good Killer Goals!

Here’s an example from when we were in active production of The On-Purpose Minutes. Our killer goal was to produce and post an original On-Purpose Minute every Tuesday and an On-Purpose Business Minute every Thursday.

Sounds easy enough, right?

Hold on for an On-Purpose Minute! Consider the creative thinking, planning, equipping, and many disciplines needed to meet this simple “killer goal.” I invested nearly a year in researching, experimenting, and learning what camera, lighting, and editing software to use. In the end, the technical and production stuff is actually the easy part.

The concepts and brand of the On-Purpose Minutes had to be conceived, developed, and tied to the business strategy of On-Purpose®. An audience to reach had to be in mind. Finally, the content for each On-Purpose Minute had to be conceived, written, recorded, edited, posted, and embedded using YouTube.com and my blogging service.

Here’s one example where a Killer Goal with a clear purpose, plan, people, and process to support performance produced a video library of over 200 Minutes.

Avoid setting Killer Goals that kill the team.

Take your leadership and management duties seriously so your team can thrive and exceed its goals. Learn to think more deeply about the breadth and depth of the assignment.

The more you can talk about and plan early on, the better things will go for all involved.

Learn that the slow path to achieving your goals is almost always the sustainable and more profitable fast track for reaching your Killer Goals.

Be On-Purpose!

Kevin

What Is Your Cost of Being Off-Purpose?

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Put on your financial hat for an On-Purpose Minute. If I asked you to pay me $1.22 to help you save a portion of $1,000, would you “risk” it? Most likely, yes. It is an easy business decision. In fact, you would probably ask, “What’s the catch?” There is a catch!

Prior to the 30-minute webcast of The POWER of Your 2-Word Purpose Statement (watch here), I conducted a survey of registrants. One of the survey questions was, “If you had to put a U.S. dollar figure on being disadvantaged without or a weak purpose, vision, or mission statement, which best reflects your cost of being ‘off-purpose’?” 

The multiple choice answers can be found in the first seven columns (see chart below) plus “Other.” Over 47% of those surveyed indicated the cost of being off-purpose was over $1,000,000. Astonishingly the write-in text for the “Other” included words like immeasurable, incalculable, and priceless. At 22% it ranked highest. Not bad for an un-choice!

To be on-purpose, you need to make an intentional choice to actually do something about it. The ROI is amazing, especially for those in the 47%  group. Immeasurable, incalculable, priceless? Yes!

Cost of off-purpose breakdown p1

Meet Contagious Leader Monica Wofford

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IMG_0402One of the great joys of my long time membership in the National Speakers Association are my peers.    Monica Wofford and I had the opportunity to reconnect at the recent Central Florida Christian Chamber of Commerce.  Currently she is the president of the Central Florida Chapter of NSA. 

Visit Monica's web site and learn about this great lady, her programs, and keynote addresses. She has pioneered the concept of Contagious Leadership.

Be On-Purpose!

Kevin

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The On-Purpose Leader Teleseminar Replay

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86"What am I going to do when I grow up?" 

It is funny when we say it, yet the price of not really knowing who we are as grown-ups is needlessly expensive to every aspect of our lives.

I get it!  You're stretched to the max and burdened under more
commitments than you have time.  Life is wrapped so tight, that you're
not sure where to begin with making your life make sense.

Now, you can test drive The On-Purpose Leader program which is based on The On-Purpose Person.  Listen and watch the replay of the introductory broadcast by CLICKING HERE.   You will be taken to the replay page.   Be sure to click on "SLIDES" in the upper left hand corner so you can watch and listen.

The program includes four remaining teleseminars, replays, and web site support.  Enrollment for this series ends: Wednesday, March 10, midnight. 

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On-Purpose Leaders Workshop

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The On-Purpose Leader program based on The On-Purpose Person was a meaningful event.  Here are the attendees after the event.  All were from the East Coast from South Florida to Baltimore, MD.   We had a tax lawyer, several health coaches, a COO, entrepreneur, several people from financial services and insurance, two married couples, and an HR executive. 

The joy of these programs for me is the chance to get to know new and existing people in a deep and profound manner beyond the typical chit-chat.  There's an intimacy and closeness that happens in these events.

Cindy Hedgepeth (red blouse) did a fabulous job of co-facilitating the program with me.  This globe trotting trainer is gracious enough to take a day and work with me on these programs.  

I look forward to seeing each of these participants again.  One of the things we do is offer a 50% discount to returning alumni and a guest on a space available basis.  I have a feeling we will see some of them again as they go to the next level of being on-purpose.  In the meantime, please keep them all in your prayers as they've taken some remarkable steps to examine their lives and invest in making their futures on-purpose.  Special thanks also to Mary Richardson and John Smith who volunteered to pray for the group, Cindy, and me in preparation and during the program. 

Welcome these new On-Purpose Leaders!

Be On-Purpose!

Kevin