Send the right messages to clients, employees

Dear Milton, in business I know it is important for me to have goals. My question is: should my employees know my short and long term goals for my company? Marvin

Dear Marvin, You are correct that goal-setting in business is important. I believe it’s equally as important that members of your team know your overall goals and what they may be able to contribute. You may want to discuss their goals as well. However, communicating all of your short-term and long-term goals is not always necessary or advised.

While it is important that people know where the boat is going before they set sail, but don’t feel obligated to discuss all of your plans, wishes and dreams. Look at your goals and decide which ones are critical to the daily operations of your business and employees. I recommend sharing these overall goals with your team, as you will find out the level of dedication and loyalty they may have to your “big picture.” Just as important, you will likely be able to weed out those who are simply on board to collect a paycheck.

 

Dear Milton, I work as a salesperson, traveling for a small manufacturing company. In the past year my sales have been off 30%. It is very hard for me to keep a positive attitude. Can you give me suggestions on how to get back on track? HELP Susan

Dear Susan, taking a long, hard and honest look at your daily activities, clients, prospects, sales cycle, products and attitude can help you to move away from the negative mindset you have fallen into. This will require introspection and a willingness to change and grow. I believe you are ready for this because you asked the question!

Please remember to take into consideration the tough economy. While your sales are off by 30% and that is significant, many people have completely gone under as a result of the recession. Be proud of what you have accomplished and understand some things are out of your control. Here are my recommendations:

• Evaluate the last 12 months by tracking your schedule, sales calls and income. Did you spend enough time marketing, selling and networking? Do you need to learn new technology or skills?
• Ask good questions. Call prospects that who met with you but didn’t buy, and sincerely ask them for their honest input. Was it something on your end that can be improved, or was their budget simply cut? Ask them what you can improve on, and listen carefully. You can also ask your satisfied clients why they stick with you, to recall the positive things you must continue to focus on.
• Surround yourself with positive people. It’s easy to become an energy drain when business is slow. Commit to reading, learning and attending programs that can help you to jumpstart your mind, strategies and sales. Don’t focus on the 30% loss; give yourself credit for even the small successes and they will build.
• Guard your time wisely. Map out your days and weeks with “green light” priority items that can generate leads and revenue. Become aware of activities that can be delegated and are wasting your time. With every activity you do, ask yourself: Is this bringing me closer to my goal?

The bottom line is if you have a negative attitude and are desperate, people pick up on it. Choose to have a positive and energetic attitude of success and business will flock to you.