USE THE FORMULA… 41-year-old Tariq Farid is President and CEO of Edible Arrangements. It is a highly successful retail business with countless franchise owners who turn random pieces of fresh pineapple, strawberries, and cantaloupe into flowerlike masterpieces. Mr. Farid has developed his own success formula. He explains that, "McDonald's was the best job I ever had. They have systems for everything… from the way you would smile to how the burgers should be flipped. It taught me much about business and how things should run."
The Sales Business runs the same way. It is much easier to have a series of processes you follow rather than the alternative. A great Sales Business operates on a foundation of strong systems. Those who "fly by the seat of their pants" and are always handling things in a reactionary mode. Predictably they end up with the following… inconsistent results and high levels of fatigue and frustration.
Here is your ACTION STEP... follow the advice of Edible Arrangements. Learn from the success of Mr. Farid the same way he learned from McDonald's. Have some basic systems in place to create predictability in how things are done for your Sales operation. Some examples of:
SYSTEMS THAT WORK
1. Have a system for how your day runs until 12 o'clock noon. Be predictable.
2. Have a system for how you create new leads every day. Be predictable.
3. Have a system for following up on your leads promptly. Be predictable.
4. Have a system for staying in touch with your past clients and centers of influence. Be predictable.
5. Have a system for setting targets, tracking your results, and adjusting as needed. Be predictable.
The key to having good systems is to always be improving them. Make changes as you go but remember one very important rule… every change to your current system must be permanent until a better approach comes along. Don't fluctuate back-and-forth doing things a different way every time. Make a decision, put it in place, and move forward. If on occasion it feels uncomfortable… that's probably a good sign, it means you have made a change for the better. A system by definition is something that is repeatable and predictable. Be consistent in your approach for each of your systems and build from there. NO Excuses.