Invest Time In Working With Your Staff
Invest Time In Working With Your Staff
What's expected of me?
What's in it for me?
Where do I go when I need help?
If your staff, particularly the customer facing ones, don't know the answers to these four simple questions, they may be moving your organization in directions you don't want to go.
I believe that one of the most important jobs for a business leader is to answer these 4 questions for each and every member of staff. The problem is that most business owners believe they have done this, but when you talk to staff you get a different picture. If staff aren't clear about the answers, they are unlikely to perform at the levels you want or the way you want.
Simply telling people once is not enough. There is some evidence that you need to repeat the message at least 7 times before you can expect people to understand it and realize you are serious. You also have to be consistent with what you say and do. Sometime when making difficult decisions, you have to be particularly consistent. Your staff will be watching and waiting and if they sense you are not committed to your own rhetoric, they know they don't have to be.
I saw the following recently in one of Jay Conrad Levinson's newsletters. Drayton's Formula: Drayton Bird believes that $1 spent communicating with your own staff is worth $10 spent communicating with the trade and $100 spent talking to customers. I don't know if it is scientific but I do believe it is true from an ROI perspective
How much time do you spend answering these questions for your team? If it is not enough, think about the consequences and what to do to address the imbalance.
Invest Time In Working With Your Staff - To learn more about this author, visit Michael Hepworth's Website.
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Where are we going?
What's expected of me?
What's in it for me?
Where do I go when I need help?
If your staff, particularly the customer facing ones, don't know the answers to these four simple questions, they may be moving your organization in directions you don't want to go.
I believe that one of the most important jobs for a business leader is to answer these 4 questions for each and every member of staff. The problem is that most business owners believe they have done this, but when you talk to staff you get a different picture. If staff aren't clear about the answers, they are unlikely to perform at the levels you want or the way you want.
Simply telling people once is not enough. There is some evidence that you need to repeat the message at least 7 times before you can expect people to understand it and realize you are serious. You also have to be consistent with what you say and do. Sometime when making difficult decisions, you have to be particularly consistent. Your staff will be watching and waiting and if they sense you are not committed to your own rhetoric, they know they don't have to be.
I saw the following recently in one of Jay Conrad Levinson's newsletters. Drayton's Formula: Drayton Bird believes that $1 spent communicating with your own staff is worth $10 spent communicating with the trade and $100 spent talking to customers. I don't know if it is scientific but I do believe it is true from an ROI perspective
How much time do you spend answering these questions for your team? If it is not enough, think about the consequences and what to do to address the imbalance.
Invest Time In Working With Your Staff - To learn more about this author, visit Michael Hepworth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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