Business Consulting

Turning leads into closes

“Lots of activities but not enough closes. Lots of leads, just have to light a fire to get going faster to turn leads into work. How do we do that?”

Thoughts of the Day: Good news is you have opportunities coming in the door. Should you be closing the leads you have in front of you? Do you understand your clients’ needs, and how well are you doing at conveying that understanding? Is this the right time for your client to buy, and what can you do about adjusting the timing?

Getting the job done

We recently had one of our managers out for training. When he was away and no one was around to watch how things were going, a couple guys thought they could slack off. How do we get folks to understand that it’s about getting the work done, that’s their job?

Thoughts of the Day: Using time wisely is something that some people have learned how to do while others have not. Set goals to focus intention on the right objectives. Speak honestly about what’s expected, and whether those expectations are met, or not. Make sure the work has a purpose. Team up the less productive people with the most productive staff, so they can benchmark their performance and pace.