Why you should avoid being the smartest in any room

 Ask Tristan, Culture  No Responses »
Feb 292012
 

This is part of the weekly ‘Ask Tristan’ series. If you have a question, please email me: asktristan@thephysioco.com.au

Q: Dear Tristan, I’ve been following the Culture is Everything blog for a few months and I’d really love to know what’s the best piece of advice you’ve ever received? – SC

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Two ways to boost morale of your sales team

 Culture  No Responses »
Jan 252012
 

This is part of the ‘Ask Tristan’ series.  If you have a question, please email me: asktristan@thephysioco.com.au

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Q: Tristan, how do you keep staff morale up to hit sales targets when we seem to be missing them every month? I feel that I am setting realistic targets. Do I set a poor and easily achievable target to push up morale or do I keep setting targets that are in line with what I feel we should be able to achieve? – JB

A: Dear JB,

Firstly, take a deep breath, you’re not alone on this one! Driving consistent sales is really tough.

Next, don’t set a short-term low target, that just reduces your expectations.  You need to find a way to hit your targets and every time you do, you have to celebrate! Success creates more success. 

In my experience, setting goals for someone else is risky business.  I’m very rarely inspired by someone else’s target or goal. The same applies to getting your team motivated, they have to feel like it’s their goal. To get your team focussed on achieving your sales targets I think you need to consider two things:

  1. Involve your team in the goal setting
  2. Make chasing the target more fun

Now you might be thinking that only you, as the business owner/manager, can know what expenses you have and therefore sales you need to create a decent profit. In my experience, the more you share with your team, the greater their commitment, understanding and loyalty will be. You don’t have to share all your financials just yet if that makes you uncomfortable, but, at the very least, share some numbers so your team can understand where you’re coming from.  (Whatever profit you’re making, I’ll bet your team thinks it’s at least 2-3 times more!  Be honest with them).

As far as making chasing the target fun, how about breaking the monthly target down to daily goals and having a mini-reward for hitting the target each day?  The mini-reward doesn’t even have to cost you anything, it could be parking in your car space or starting work 15-mins later. Be creative.

Good luck!

Tristan

Ask Tristan – Help! People keep leaving

 Culture  No Responses »
Jan 182012
 

This is the first post in the ‘Ask Tristan’ series.  If you have a question, please email me: asktristan@thephysioco.com.au

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Q: Tristan, a member of my team just told me they’re leaving in four weeks, I thought they would stay for at least another year!  The same problem has happened before. What can I do to stop these surprises happening again? – EW 

A: Dear EW,

It’s really important to have an ongoing conversation about the future with every team member.  From the day they start, you should be thinking and asking about the day they might leave. It’s called succession planning or, more simply, being prepared.

I regularly ask every team member what their plans for the next 1-2 years are.  I love talking about the future and it helps us all be aligned to what’s coming up.  I usually keep the chat relaxed and informal but vey specific. If they’re thinking of a change of scenery I want to know when and why.  With that info, I can understand the situation and respond by either finding them a new challenge or preparing for life after they leave.

My team seem much more relaxed and can focus on doing an awesome job when we’re all on the same page.

Growing a strong family culture requires constant communication and constant planning for the future.  

Good luck!

Tristan

2012, here we go!

 Culture  No Responses »
Jan 132012
 

…Tools, stories & ideas to help grow your team..

Happy New Year!  I hope the Christmas / New Year period has been a good one :)  

Thanks to everyone who emailed and tweeted feedback on Culture is Everything 2011. Based on the feedback, here’s the weekly post rhythm for 2012:

  • Monday morning – text post on how we use our core values to grow the family culture at The Physio Co 
  • Monday afternoon –  text post called ‘What’s TW up to”. A quick look at what I’m reading, writing, preparing and attending in the week ahead.
  • Tuesday – video post.  Culture is Everything TV has arrived! A short video with tools, ideas and stories to help grow your culture. 
  • Wednesday – text post called “Ask Tristan”.  Each week I’ll answer a question on how to handle a tricky staff situation.
  • Thursday – text post on what I’ve learnt this week

It all starts next Monday.  Until then, have an awesome weekend…

PS – if you know someone who might like this blog, please send them the link :)