Start by creating a comprehensive training system for your new and existing employees.
If you don't have a training program in place, it's time to start one. Haphazardly training new employees usually results in each person starting with a different level of understanding of their role and knowledge of the company. This creates nothing but confusion and inefficiencies.
A strong training program will:
Your training program sets the tone for each person's employment with your business. It is their first impression of your company, the systems within it, the leaders who run it, the organization level, and the performance standards expected. If you give the impression that the company is sloppily run, then your new employee will think that sloppy work is accepted.
A clear system or 'curriculum' for new employee training not only results in stronger employees, but also makes your job easier. The subjects and skills that each employee is expected to learn are clearly outlined, and nearly anyone in your office can pick up the training manual and get started.
A strong training program will also help you keep employees, and reduce turnover. The cost of hiring and training staff members can be high, and you want to maximize that investment by keeping employees happy and learning throughout their employment.
Here is how to create a training system for new employees.
1. Design your training system by asking yourself (and answering!) the following questions:
What is the knowledge level of the new employee?
Decide what you are going to cover in the training program with awareness of the new employee's prior knowledge and skills. If you are not sure on some areas, ask them, or plan to "review" key skills and understanding.
Who will be doing the training?
Choose who will lead the new employee's training, and who are the people who will assist. These people need to be qualified and experienced enough to cover the each section of the training. For example, administrative staff should not be charged with training an employee on the sales floor; instead, a sales staff member should handle training for that specific period. Make it clear who is responsible for what information.
What materials do you need to train new employees properly?
Make a list of the materials you need to cover and give to the employee. If you have reference material, make sure it's handy. Anything that will contribute to the training process should be accessible: company manuals, industry reference materials, product knowledge binders, work samples, etc.
What tools do you need for the new employee?
Gather the tools your new employee will need to perform their role, and assemble it where the training will be held. Stock their workstation with the supplies they'll need to be successful, like software, technological equipment, and role-specific materials. A lot of training time can be wasted looking for key items.
How much time will training take?
Decide how much time it will take your new employee to learn and become comfortable with the new role. Include time for questions and feedback, and be generous with the time you allot to each task or section of training. Avoid rushing the training process, since it will cost you time and money later on.
How will you test or check to make sure the training is working?
Provide 'checkpoints' or tests within the training material to confirm that the employee understands and is comfortable with the topics covered. These don't have to be formal tests, but could be small, job-related tasks performed on their own using the skills taught in the training program.
How will you incorporate the company's big picture into the training program?
Explain to every new employee how their role fits into the overall structure of your business, and how their work impacts the performance of the business. Show them where they can go for information about the company, as well as other departments, if applicable.
What opportunities will the trainee have for feedback and clarification?
While it may be assumed that the trainee can ask questions at any time, be sure to build opportunities for clarification into the training process. Also, make it clear to the trainee that questions and feedback are welcome at any time, not just during the training process.
2. Schedule regular one-on-one meetings between staff and managers to evaluate performance and identify areas for development.
As part of their ongoing training, hold an individual meeting with each staff member at least twice a year to review their performance, gather feedback on the business, and identify opportunities for growth and development.
Conduct these meetings one-on-one, or two-on-one, with the staff member, yourself, and their immediate supervisor (if they have one). When held regularly, these meetings become an important opportunity for communication between staff and management, and encourage honest and open dialogue.
Create an agenda that everyone in the meeting can follow, and be sure to include the following items:
3. Create a human resources system to organize each of your employees training and professional development.
If you have several employees, it is wise to create a human resources system for organizing and managing information about each of your staff and their performance in your company. In a filing system, keep a folder for each one of your staff members, and use it to store information about their employment with your company in a centralized place.
Remember that these aren't designed to be "secret dossiers" full of incriminating information, it's a convenient way to record and monitor the performance and development of each of your team members.
In your employee's human resource folder, keep documents like:
Powerful offers that drive your audience to take action can be used in your business to do a myriad of things. They're great for moving old or overstocked product, overcoming buyer objections, eliminating purchase risk, or even just building your customer database.
Well-crafted offers are also fantastic lead generators - which is what we're going to focus on in this E-Class. In this case, the offer is designed to get potential customers to identify themselves, not to close sales. Once those potential customers have identified themselves - they've taken action to redeem the offer - they enter the formal sales process and you can convert them into a loyal customer.
Offers designed to be lead generators drive more qualified prospects to your business. They weed out the buyers who would take advantage of your offer, but who are not otherwise a part of your target market.
I'm going to show you how to speak to your target market's "hot buttons" and emotional motivators, instead of simply crafting an offer based on financial savings or bonuses. Let's get started!
Some of the people who will call you or visit your business will never buy from you no matter how good your sales scripts are or how much time you spend overcoming their objectives. There are a variety of reasons for this - and you'll never eliminate all of these people - but you will need to focus on bringing in more of the people who are ready to buy.
The good news is you have spent so much time and energy cultivating a comprehensive knowledge of your target market, that you're in a great position to increase the number of qualified leads you bring into your business.
How do You Get Qualified Leads?
Today I’d like to teach you about the three most important start up marketing tools you need to get and keep new customers.
If time were money, how would you manage yours?
Time is far more precious than money. There are a finite number of days that you will spend on this earth, while money is something you can usually get more of.
If you are 35 years old with a life expectancy of 75... you have already spent 12,775 days on Earth and have 480 months left to fulfill your life destiny. If you plan to retire at the age of 50 you have 180 months to make enough money to retire (a million dollars doesn't put a dent in retirement nowadays...) and in those months 1,440 days are weekends... so you have 3600 workdays to make it all happen. What are you waiting for... time to stop confusing being busy with being successful!
The fact is that many business owners - like yourself - actually manage their money as though it is more precious than their time. They started the business to choose their own hours, spend more time with their family, and be their own boss. But, somewhere along the way the only goals that mattered became the financial ones. Or, the only item worth measuring and managing was money.
Your time will never be managed for you - you have to make a decision to choose to spend your time wisely. To take ownership of your own schedule, and use the power you have to change what isn't working. I'll show you a bunch of tools to get you started, but first let's take a look at what your time is worth first, to attach time to money.
Goals are specific, attainable targets that bring you to your vision. They're the milestones (or landmarks) you need to reach along the way.
Goals focus your efforts and intentions, and direct your motivation in a productive direction. Goals outline a plan of action, while dreams are conceptual visions.
Your goals are the milestones you will reach along the way to achieving your vision. They break down the process into smaller pieces; the little successes en route to the big success story.
Goals are different from your vision.
It can be easy at first to confuse a business vision with a goal. They are both projections of an ideal future situation that you have created based on your dreams.
There are many areas in your business that you need to think about when setting goals or targets. Let's create your unique list.
You have many areas of your business, and each need to do their part to contribute to the overall vision you have for the company. Set your goals systematically. There are many areas of your business that you can set targets and goals for. This helps to break down the process into smaller, achievable chunks.
Here are the areas of your business that you'll need to think about when setting goals:
Lead Generation> In-store Leads
> Phone leads
> Return on Investment (of marketing campaigns)
> Weekly / Monthly / By Campaign Leads
Conversion Rates> Individual Staff Targets
> Staff Development
> Conversion Rates
> Sales Targets
Transaction Frequency> Sales Targets
> Customer Loyalty
> Average Transaction Frequency
Average Sale> Sales Targets
> Add-on Targets
> Sale increases
Margins> Product or Service Evolution
> Cost Reduction
Personal> Personal Development
> Personal Wealth Generation
What happens when you achieve your goals? What comes next?
You should reward yourself and your team each time a target is reached. This will not only train your mind to associate hard work with reward, but will develop loyalty and morale among your employees.
Once you've reached a target, ask yourself where the next rung of the ladder is. Can you improve upon the target you just reached? Can you stretch yourself and your team, or challenge yourself more? Get into the habit of setting a new, higher goal each time you achieve an existing goal. This will lay a solid foundation for consistent personal and professional growth and improvement.
Before you set goals, you need to reframe your thinking so you can support yourself and your efforts.
We've talked a bit about the power of intention, and how a strong belief in yourself and your ability to be successful is the keystone to achieving great things. This part of a greater concept, called positive self-talk, and it has a powerful impact on your reality.
Positive thinking and self-talk is an important technique to practice and cultivate. When you program a positive stream of subconscious thoughts into your mind, you can control your reality, and ultimately the outcome of your goals.
When you set out to practice positive self-talk techniques like autosuggestion and visualization, you may find that you have a stream of negative thoughts that continually run through your mind. This is okay - you work is to correct each negative statement that flows through your mind.
For example, each time you say to yourself, "I'll never be able to finish this..." or "I'm a terrible public speaker..." take a moment to stop and correct the thought. Instead, say "I will do the best I can to finish this project," or "I will get myself some training and become a better public speaker."
Positive self-talk means getting rid of the negative thoughts that run through your mind on a regular basis - some that you may not even hear!
Autosuggestion is a kind of positive self-talk that will improve your performance in all areas of your life, and give you a better shot at achieving the goals you set.
Autosuggestion is the technique that harnesses the power of your internal dialogue - your constant stream of thoughts and judgments and beliefs - and uses it for positive, affirmations. Often, this involves changing negative beliefs and perceptions that we learned from our parents, friends, partners and experiences.
You can practice autosuggestion anywhere, and at any time. It is especially helpful to spend 10 to 15 minutes practicing autosuggestion before a stressful situation, like a meeting or sports game. All you need to do is sit quietly, breath deeply, and allow yourself to be open to the thoughts and ideas you are about to tell yourself. Then repeat positive statements about yourself and the future outcome of a goal or intention or event.
Some examples of positive autosuggestions include:
Here are some helpful tips for your autosuggestion process.
Visualization complements autosuggestion and harnesses the power of your mind's eye to realize your goals.
Visualization is another mind tool that successful people use to program their brains for success. It's simply visualizing in your mind how something is going to happen or play out on a repeated basis. Visualization is commonly used in sports training, and has been proven to improve performance better than just practice alone.
The technique can be used by anyone, however, and will generate the same results on performance and outcome. When we visualize an event or situation, or an object or possession, we attract it into our life.
Teach yourself this step-by-step visualization exercise.
Visualization should be done with a relaxed and positive attitude, as well as with an openness and willingness to accept whatever outcome may present itself.
Powerful positive people have the strength to create powerful positive change in their lives and the lives of those around them.
In this blog post we will cover:
A vision statement is a broad, inspiring image of the future state a business aspires to reach. It describes without specifying how aspirations will be achieved, or when. It is ambitious, and forward-thinking. It's not about where the organization is now, it's about what the organization will be, or aspires to be.
This blog post is only a small part of what you will learn each week in the RPM E-Learning Weekly Series. Check it out with this short video see for yourself just how you can benefit from a serious business education.
Click HERE for the video.
The company truck is all beat up, the worker(s) looks like he/they just got out of a bar fight and I could just imagine what the operations and finances look like. You see these type companies everywhere - the name of the business may be different but the appearance is the same.
SEARCH this amazing RESOURCE LIBRARY for articles, suggestions and direction on how to handle most every business situation that you find yourself in.