Having worked with many, many large and small businesses I have learned and marvelled at the change in attitude on January 3 each year. It is as though all the bad news, numbers and fears leave management’s mindset. Even lower budgets don’t deter this unique, although brief, thought process from being a positive view for the New Year. I’ve also learned that smart managers know this and take advantage of it with their sales teams. They call a sales meeting and eagerly discuss how to set new sales records. Lots of positive talk, actiivity and chatter. It works! Sales people who did poorly last year, have a new, fresh outlook. Medicore ones look upward to beat the team leaders. I can’t explain why, I just know it happens in many, many different types of businesses. TRY IT!

If there was ever a time in American business history to mandate owners and CEOs look hard and close at staff quality, now is the time. Our economy isn’t going to leap back to where it was, similar to other recession recoveries. This one will be long and slow. So use the proven tools to learn the true skills of your employees especially key, top management. They won’t tell you. Why shoud they? So you must take th initiative and get this information quickly. THEN you can start making decisions on who to keep and who should be encouraged to seek a career elsewhere. I know…times are tough and we all must have compassion. Bunk! Where will all this compassion get you when you must declare bankruptcy? The survival instinct is getting stronger for a good reason. Take the first step and order your assessments.

The US economy is rebouding which means your opportunity to steal great customers from your competitors is slipping away. Front page of toay’s Wall Street Journal says it all. So get off your excuses and get moving.

Most people don’t really know why they aren’t achieving the success they want. They assume that either what they desire isn’t achievable or that they aren’t qualified or deserve that success. The truth is they don’t know the answers. I have learned success comes when you identify the obstacles and overcome them. How to do this? Get others to coach you by asking questions you can’t and won’t ask. By asking those who are blocking your path to success what they see, feel are your weaknesses. This will clear the way.

The economy IS improving and business is responding even though very slightly. Now is the time for business owners to kick their sales teams out of the office and calling on prospects. No excuses! CEOs should direct that relationship-building calls are mandatory. Prospects are not going to scream for sales people to call but they are listening to those who call in person. By September the opportunity will be clear to all and it will become once again a mad scamble for prospect time and attention. Trust me! I’ve been through a bunch of recessions. So get your sales folks out into the field.

Now is the time to closely review the strengths and weaknesses of each sales team member. Before the economy improves, which it is doing now, you should look at who you can do without and start searching for better quality replacements. Lots of good talent on street for other reasons and smart CEOs take advantage of this. If you don’t know who is good, marginal or poor except for sales records, look into more objective, deeper assessment tools. The cost and time is little, especially when compared to future potential sales increases.

This is a great time to ramp up your business growth activities. Most businesses are still in their fox holes waiting for some magical sign that it is ok to go out and sell. BUNK! Now is the time to get out there and sell. History has proven this time and time again. For those who dare to forge ahead NOW will win very BIG within 4-6 months. Why wait for everyone else to get their confidence back and increase your competition? Get out their and sell their best customers. I’ve been through several recessions and I’ve seen this action work many times. So go for it!!!!!

Most executives dream of greater success and even take a step or two towards that goal. However most are distracted by another idea that seems to be easier and therefore abandon the current course of action.

My advice is to select one behavior change and work on it until you are successfull in doing that one behavior change. Finding greater success comes quicker when a person or company focues on accomplishing  one behavior change at a time.

Most business owners do not take the initiative to learn what their leadership/management strengths and weaknesses are…until it is too late. They are convinced their own assumptions and opinions is all that is needed. After all, it’s their money and their business at stake. Having started three business myself I am here to suggest that this is a trap that ego leads most of all towards. Please take the time and investigate your own personal strengths and weaknesses…OBJECTIVELY. You WILL be surprised and you will learn what you can do to increse your business’ sales revenues.

Virtually all sales people aren’t totally open with their employer. Some rely on this to protect their job. As a business owner it helps immensely if you conduct behavior and skills assessments on each sales person. These will tell you a great deal about their abilities and links very well to their perceided performance. I will be happy to give you details and contact information so you can conduct these yourself. Please don’t wait until a sales person quits….good or bad ones. Be proactive.