12 Disciplines Of Every Successful Company

October 14, 2011

A common daily question that business owners have is:  What should our company be doing better?  I literally hear this every time I meet a business owner.  Initially, I thought the answer to this question depended on what that business did, or their industry, or maybe several other factors that were unique to that business…  BUT what I’ve found after studying this for several years now is that almost everything you need to do to improve your business will fall into the following 12 Disciplines.  If your company can master these and constantly work on them, you will see tremendous results.

So here are the disciplines and a brief outline of what I’m talking about for each.  More info to come on each of these in the future….

1. Optimizing – Most people are great at starting new things or doing stuff the same way forever.  But to build a truly amazing company, you must have a focus on improving and optimizing what you are doing.  I like to focus on a couple of areas first.  I like to work on current promotions, tracking leads and opportunities, and expenses.  These areas can have a fast impact and boost your bottom line quickly.

2. Team Building – If you want a strong company that operates with or without you, you need a team.  The foundation of the team is your leadership team.  The core of your leadership team is built on communication, mindset and beliefs.  Your building blocks for making it all work together are your Vision, Culture, Integrity, Accountability, and Systems.

3. Sales Process – Map it out from first impression to a closed sale.  Use a CRM!  This is a nonnegotiable.

4. Sales Scripts – What do you say and when do you say it in the process?  What phrases work and which ones cause problems during a sale?  Know this stuff and teach it to EVERYONE on your team!

5. Overcoming Objections – Start by making a list of common objections.  Address common objections during the sales process to minimize them at the end.  Position all your interactions with the prospects so they expect the sale…

6. Customer Service – How do you treat your customers?  Do you survey them?  Do you have standard response times?  How about WOW factors?  What information do you gather about your clients so you can impress them?

7. Knowing Your Ideal Client – Know who you like to work with and who you don’t.  Know who’s a good fit for your company and when you are forcing a round peg into a square hole just for a dollar.  Have a set of criteria that you use to accept a client.

8. Telling Your Story – What makes your company special?  What problems does your company address for the industry.  What makes your product/service better than the rest?  What are the real intangible benefits to working with you?

9. Perfecting Your Follow Up To Current Customers – The first sale is only the beginning of the relationship.  How can you keep your customers coming back over and over again?

10. Hiring – A bad hire will cost you as much as 60K.  Learn how to find, recruit, screen, and train good talent.  It will change your business from the inside out.  Very powerful.

11. Strategy – This is the long-term piece of your planning.  Thinking and planning 5 years or more out, creating a roadmap, milestones, and targets.  Involves thinking about what you want to accomplish and working your way backwards to the present day.  Also includes thinking of ways to accomplish more with each move you make.

12. 90 Day Planning – The strategy is great, but if you don’t get out the business every 90 days and clear your mind, review where you are, and get down in the details, you are going to be in trouble.  This is a key part of growing and maintaining an amazing business.

Want to know more about these 12 disciplines?  Want to Master them?  I have a 6 month training series coming up on this soon.  Email me  michael@michaellejeune.com and set you up with all info…

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