The end is near! The Russians are coming. The terrorists are growing. Well, surprisingly enough, there are people who will believe anything. Even the end of the world. But if you are living as if the end is near, you are not driving your business. Your number one function as an owner or a manager is to keep the pedal to the metal and make things happen. Now, of course, not every personality is geared for that sort of pressure, and trust me, in a tight market, it can be wearing.
Some of us are lucky enough to have the challenge built in, but if you are not one of those, you need to put the mechanics to work. In other words, you need accountability on yourself, your people, and your company. You might also keep an eye out for a good right arm to do the heavy lifting...
Setting a plan against performance expectation is not that hard. Determine the realistic revenues you want a desk level consultant to generate in a year. Divide by twelve. Apply daily or weekly action goals to achieve revenues. (If you do not know the ratios of attempts to success per call, per visit, and so on, use a simple hash sheet to find out with each individual.) Using the ratios, you can develop a daily perfomance sheet, and, as they progress past rookie status, make it weekly. For those who put it to work properly, it can be a great tool.
But there is more to it than one on one. You can set up DEPARTMENT goals as well, even full company goals. Knowing what you or a department head, even down to the consultant level need to do, on a daily basis, is a great way to know, well in advance, that things are slipping. Especially with revenue tight, you do not want to get caught at the end of a downhill slide that leaves you incapable of applying revenue and training to correct the problem. Stay aware. Use SOME KIND of accountability system, but do not hide in your office and hope. Its been done. Most are out of the business. Very few firms in our industry get by on hope. If you are that lucky, start buying lotto tickets....
It is better to lead a profile properly, than to push one you do not understand. The PEAC SYSTEM� evaluation is your best tool for new hires and for those you need to encourage.
If you would like a better, in hand guide, click the header above to check out my new Guide to Successful Hiring in the Personnel Services Industry. It is full of tips and tricks and many optional tools that can make a difference!
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George W. Tucker, MS
The PEAC SYSTEM®
Finding 'Em, Training 'Em and Keeping 'Em
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