As published in Scotsman Guide's Residential Edition, December 2005.
There are many ways to create consistent follow-through among your employees. Here are some ideas that can serve as a springboard for your business.
1. Form accountability groups. Individuals working in groups can offer accountability, encouragement and support to each other. The implementation rate for new ideas is much higher with such groups.
2. Have salespeople invest their own money. When people invest their own money in the business, they often will do a better job of following through. It doesn't have to be a lot. Set up a program that allows salespeople to be reimbursed if they follow through.
3. Have management take the lead. Not only should managers invest some of their own money back into the business, but they should also be willing to do the tasks the sales force does. Lead by example.
4. Get your customers and referral sources to help. It is in salespeople's best interest to serve their customers and referral sources effectively. Advertise upcoming activities or offers in the newspaper or in your company newsletter, and invite people to call their sales representative with suggestions. This will create additional leads.
5. Have accountability partners. Often, we have great ideas and strong intentions but don't follow through. When we do, we often expect immediate results. Most successful actions, however, aren't successful on the first try. Having an accountability partner on all important projects will help hold all people responsible for the things they know they should do.
6. Incorporate clearly defined and measurable objectives. It's not enough to have a great idea or even to get started on an idea right away. There must be a clearly defined plan and measurable objectives that lead to specific results. Make sure management has a clear idea of expectations that are communicated accurately to the sales force.
Page: 1 2 Next