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Happy New Year – 2018!

December 28, 2017

ISSN# 1545-2646

Happy New Year!

During the last few days and seconds of 2017 may you be thankful for all the opportunities that you have been given to take part in. May you look to the future with wonderment so that all your 2018 dreams, goals and success can be realized.

In 2018, reach higher and wider than you have in the past and enjoy what comes your way!

Happy New Year!

QUESTIONS OR COMMENTS – EMAIL US AT PARTNERS@JKLASSOCIATES.COM OR CALL OUR OFFICE AT (313) 527-7945

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COPYRIGHT – JKL ASSOCIATES 2017

Posted in Assessments, Business Builder, JKLAssociates, Perpetuation, Promise Culture, Purpose, Talent Engagement, Transition, Vision

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Merry Christmas

December 21, 2017

ISSN# 1545-2646

Merry Christmas

May the birth of our Lord and Savior – Jesus Christ, bring you and your household peace and many blessing this Christmas season!

QUESTIONS OR COMMENTS – EMAIL US AT PARTNERS@JKLASSOCIATES.COM OR CALL OUR OFFICE AT (313) 527-7945

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COPYRIGHT – JKL ASSOCIATES 2017

Posted in Assessments, Business Builder, JKLAssociates, Perpetuation, Promise Culture, Purpose, Talent Engagement, Transition, Vision

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Talent Shopping

December 14, 2017

ISSN# 1545-2646

Talent Shopping

As the business year pushes to a close and holiday festivities ramp up into full swing, this is one of the best times to talent shop for your business. People are getting into the spirit of the season and letting themselves be open to new and changing events in their lives.

For sales people they are ending up one sales plan and on January 1 they start a new plan.  This could be a point where they begin thinking about where they want to sell for the next 12 months.

For customer services people you may meet while shopping or dining out, they give you a first hand observation of how they treat people.  They might just be the type and nature to be part of your customer service team.

As you make your way to the various holiday gatherings, take the time to think of these as not just another requirement of the season but use them as a talent prospecting venture. As you interact with your spouse’s business colleagues do a little networking on who they know and what college graduates might they be able to direct to your company door.

About now you might be wondering or concerned that you are opening up the flood gates to a bunch of tire kicking people which might not fit your organization’s employee model. Well there is the possibility that you may get a bigger influx of potential talent. On the other hand, in today’s very tight talent market, it definitely does not hurt to have a continuous stream of prospective future workers.

In some cases, you get an opportunity to do the interviewing right then and there.  No it is not a formal interview, but you can surely gain some critical insights in to how the potential resource handles questions you may pose.  You can witness how they interact with others and what level of professionalism they conduct themselves in even when not on the “Office Clock.”

As business owners and leaders, we are always on the look out for potential business opportunities – Sales that is. Moving forward, the next most important part of your business is the people or talent that make it run smoothly.  For this reason you need a plan and be prepared to seek out talent while interacting this holiday season.

This week, get a few key questions in mind for when the opportunity presents itself.  Sure many can wing it but if you take a few minutes to get a bit more organized, you will also present yourself and your business in a better light.  Just like the potential future talent you are trying to attract, so to are they looking at you and what your organization offers in the marketplace.  If you are more polished, you might just get a second look before your competition offers them employment.

Found a good talent but not sure if they fit into your company culture? Call JKL Associates at (313) 527-7945 to discuss how to assess the fit.

QUESTIONS OR COMMENTS – EMAIL US AT PARTNERS@JKLASSOCIATES.COM OR CALL OUR OFFICE AT (313) 527-7945

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FOLLOW US ON TWITTER ? WWW.TWITTER.COM/@JKLASSOCIATES

COPYRIGHT – JKL ASSOCIATES 2017

Posted in Assessments, Business Builder, JKLAssociates, Perpetuation, Promise Culture, Purpose, Talent Engagement, Transition, Vision

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Numbers Game!

December 7, 2017

ISSN# 1545-2646

Numbers Game!

We have all heard that “Sales” is a numbers game.  How many dials of the phone equates to actual contacts with prospective customers?  How many conversations with prospects turn into meetings which get to proposals?  Of the proposals written, how many does it take to get a “YES” commitment?

All of these metrics are necessary to track so that proper expectations and execution can take place to achieve company goals and objectives.  By tracking these numbers, you can spot trends earlier in the generation of sales and make corrections to tactics and strategies so that improvement can be realized.

All-star “Hall of Fame” level baseball athletes get measured on many levels.  Let’s just focus on hitting the ball.  A “Hall of Fame” player typically hits in the very high .290 to over .300 for the life of their sports career.  If we translate that to actual plate appearances and getting a hit, we would see that this “Hall of Fame” athlete only contacts the ball for a hit approximately 3 times out of every 10 times they go to the batters box.

This metric does not factor in the number of swings during each plate appearance. If we consider that each batter sees an average of 3 to 4 pitches per at bat and during those opportunities to hit the ball they only hit for a base hit 3 in 10 times then it takes a lot of potential attempts to get to that .300 target average.

During the season, as a players batting average dips to lower numbers, intervention is put in place.  The batting coach and player begins looking at film of the swing to pin point subtle changes which could be impacting the end result.  Has the stance changed?  Has the players eye contact to pick up the pitch changed? Many various elements are analyzed to identify area for targeted improvement.  The key here is that the batting average metric helped trigger the process to improve.

As your business finishes up 2017 and rolls out 2018 sales plans, make sure you have the necessary measurement systems in place so you can get input on performance changes.  These metrics measurements need to be done all the time to ensure consistency and reliability. You can measure for a month and then remeasure 4 months later.  Too often sales teams start out a sales year all revved up and doing the small stuff diligently.  As their pipeline begins to fill they drop off the basics and this is when their batting average begins to fall off.  If there is not a metric to measure and give indication, then time is lost when an intervention is not taken to help get the person back on track.

This week, take a good look at your sales measurement systems.  Are they in place to give you timely information?  Are they tracking the correct information?  Are they simple enough so sales people will do them and appreciate the feedback they can provide to help them sell more?

No sales metrics for your team? It is time to call JKL Associates at (313) 527-7945 and start putting your sales team at a “Hall of Fame” level production.

QUESTIONS OR COMMENTS – EMAIL US AT PARTNERS@JKLASSOCIATES.COM OR CALL OUR OFFICE AT (313) 527-7945

BECOME A FAN ON FACEBOOK ? WWW.FACEBOOK.COM/JKLASSOCIATES

LINK UP ON LINKEDIN ? WWW.LINKEDIN.COM/IN/JKLASSOCIATES

FOLLOW US ON TWITTER ? WWW.TWITTER.COM/@JKLASSOCIATES

COPYRIGHT – JKL ASSOCIATES 2017

Posted in Assessments, Business Builder, JKLAssociates, Perpetuation, Promise Culture, Purpose, Talent Engagement, Transition, Vision

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