Extraordinary Business

In this era of more work for fewer people, we are also beginning to see another trend. Employers are creating better work/life balances for their employees. In a recent artical in our local newspaper, that very subject was addressed. One of the interesting facts pointed out was a recent survey conducted by a Pittsburgh-based business consulting firm found that 18% of workers were planning on switching jobs to specifically bring a better work/life balance to their lives.

That number represents a turnover of approximately one out of every five employees in an organization. What would a turnover like that do to your business? How will that impact your sales and bottom line especially if these turn out to be key employees? (In my opinion, those are the ones that usually change jobs for better balance because they are often relied upon the most to get things done. Especially when others aren't carrying their load.)

The challenge for most businesses is to keep good employees once they have them on the payroll. The article went on to say that Generation X workers have done a better job staking out personal time than preceeding generations. This generation will also do more to protect that balance, including switching jobs if necessary.

Employers: here are some signs that you should pay attention to if you wish to lower your turnover.
1) Listen to your employees. If you receive feedback, address it.
2) Watch the morale. If it's down, ask why.
3) Keep employees informed and involved. The trust will go a long way to helping you discover when problems arise.
4) Be proactive instead of reactive. Implement things that allow for better work/life balance.
5) Set clear job descriptions.
6) Always seek process improvement. Eliminate non-value added processes and services.
7) Provide continued development opportunities to your staff. Development can be far less expensive than hiring and training.
8) Create a culture that promotes work/life balance. This starts at the top first.

Please understand that many of the changes you can enact are little to no cost. And if there is an investment, it is small in comparison to the return it can bring.

Dan Paulson, President

I've worked with a number of people on selling and one of the things we talk about is believing in your product or service. What many people who want to be successful in sales don't understand is there are two products they need to sell. One product/service is what you are offering your customer. The other is you. Most people who struggle in sales have a hard time with the latter. It's your attitude, and it's how you carry yourself that the customer sees first. That is where you make your first sale. If the customer doesn't buy you, they will not buy your product no matter how good you know it. To the salesperson that is trying to increase their sales I offer these three steps. 1) Build your confidence. This can be done with affirmations, studying about sales, and practicing your delivery. 2) Build your relationships. Get out there and network. Make your calls and get things done. This is easier to do if you have built your confidence. 3) Build your knowledge. This is your knowledge of your product, your customer, and yourself.

Remember, people buy from those they know, like, and trust. But they won't do that unless you know, like, and trust yourself first. You have the power to change your direction. Just make sure you take the steps to do so.

It's been over a month now since 2006 began. I am wondering how you are doing for your new year's resolutions. Did you even bother to make any this year? Most people I spoke with did not. When I ask them why, they reply "Why bother?" As a society, we are good about setting goals, but not so good with the follow through. Here are some key things to consider when setting your goals that may help you achieve the desired outcome.

1. Have a clear goal in mind. A SMART goal. Specific, Measurable, Attainable, Realistically high, and Time constrained.

2. Visualize the benefits of achieving your goal. Begin to make it real in your mind.

3. Know the consequences of not completing your goal. What will result if you don't take action.

4. Discover all the obstacles that have prevented you from achieving your goal. What has gotten in the way to this point.

5. Find all the possible solutions to overcoming the obstacles. When you have all the possible solutions, prioritize the solutions to determine what to work on first.

6. Set your action plans for each solution. The action plans are a series of smaller goals that work to accomplish your target goal. These action plans can be delegated to others if needed.

7. Create time lines for completion. Many goals aren't completed because there are no deadlines set.

Be SMART about your goals. Establish them, work towards them, keep them in front of your and you will see amazing results.