Archive for the 'Career Limiting Moves' Category

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You need courage to be the boss

You might have noticed a theme in the last few blog posts – toxic staff… You might think I am anti “employees”, but you’d be wrong. The problem does not lie solely with staff, but with who hired them in the first place.

Once someone has been hired, it’s increasingly harder to get rid of them, which is why you need to get rid of them as soon as you realise it’s the right decision. I see it over and over again – toxic staff destroying small businesses.

  • Case #1: A software company had an unproductive ‘receptionist’ who didn’t want to handle a 50% increase in sales. Instead of moving her aside (and possibly getting rid of her), the owner CHOSE to keep her on. Within 12 months, sales went from a robust +50% crashing to an unprofitable -20%. The secretary was then happily doing less and getting paid more with her annual CPI-based raise. How does that make sense?
  • Case #2: Service business needs to have field staff convert sales as part of their job description. Several field-based sales strategies and dedicated tools are developed tested and refined to maximise ROI on client call-outs. Over 6 months, these are  dropped by staff because they unilaterally decide they don’t want to be “in sales”. Sales plummet 40% and field staff go from full-time work to part-time schedules. Everyone loses.
  • Case #3: Consulting company gets online strategies humming with more leads and contracts than ever, tripling sales. Now comes the challenge of delivery… No one steps up to take the lead. Consultant now working 80+ hours/week because she can’t find anyone willing to take up the slack and increase their salary by $50,000+ because they either have no drive or no time availability (external commitments she knew about when she hired them). Because she never hired for future growth, eventually sales slip back down to essentially a salary with marginal tax benefits. She should have kept her “real job” – at least then she wouldn’t be burdened with the administrative headaches!

Leadership, Making Tough DecisionsWhat are the lessons to be learned from this?

  • Hire the best who will get you from where you are to where you want to be.
  • Once you hire them, train and develop them as much and as quickly as you can. Get their buy-in, don’t just give them FREE training, seminars and programs.
  • Pay them according to their RESULTS, not the time and effort they put in, because that reinforces and rewards unproductive behaviour.
  • Get rid of unproductive staff as soon as you can and hire BETTER replacements based on lessons learned.
  • Have the courage to make the tough decisions – NOT making a decision is a decision made by someone else.

The saddest part of having poor (or terrible) staff is that they eventually leave and that’s when it hits home… How much damage they’ve done – by then it’s too late.

How To Determine If You Should Let Someone Go

Bad Employees, Bad HabitsToday’s blog post is quick and easy. Letting someone go is never easy, but every once in a while, it’s necessary. Here is a quick way to know if you should let someone go.

Ask yourself this simple question:

“If I knew then what I know now about this person (all the good and bad), would I make them a job offer?”

If the answer is definitely “No!” then you have your answer.

Note to employee: If you are not sure of your current employer’s answer to this question, you’re on VERY THIN ICE. Shape up or ship out!

In future posts, I will delve into the cancerous implications of bad staff – something I usually avoid discussing, but is increasingly important when you adopt Exponential Mindset Thinking™ and Boundless Opportunity Thinking™. Neither can be fostered in a toxic environment of negativity.

More on that in the weeks and months to come.

Employees: Are You An Asset Or A Liability?

Business Coaching Sydney, Business Coaching Melbourne

For me, there are only two types of employees: Those who are assets and those who are liabilities. Wonder which one you are? Take this simple test:

When asked to do something, do you say “yes, then maybe, then no” or do you respond with “no, then maybe and then yes” (reluctantly)?

If you are predisposed to the first response, you’re a company’s greatest asset and if you’re the second, I hope your CV is current because I would fire you and suggest your boss fires you.

I see it all the time, small businesses with employees who are liabilities and obstacles to growth.

Employers, think about your staff – which category do they fall into?

You need to have the courage to get rid of the bad apples ASAP.

Otherwise stop beating yourself up if you’re working harder than ever, making less…

With no, maybe, yes staff, you’re dead in the water.

There simply is no room in today’s competitive environment to survive with a no-can-do attitude.

It’s like a cancer that kills you one response at a time.

Sorry to be blunt, but y’know what? Someone’s got to tell you.

Want to try to change someone from a liability to an asset – give it your best shot and then post a comment on this blog – I’d love to hear about it because it’ll be a FIRST in my 20+ years of coaching, consulting and advising.

Productivity Tip: Concentration Of Focus

I wanted to share an email with you – this was a friend who was running his business into the ground. I left it in its raw form to give you a sense of what it’s like to told what you don’t want to hear, but need to hear. It’s what my Platinum Program members expect. If you want to step up to this level of performance – you know how to reach me. But BEWARE – I will tell it like it is, with no sugar coating!

Here’s the first dose of telling you what you don’t want to hear. Get the
business right, make a s_ _ _load of money and THEN think of another opportunity.

Every minute you spend on something OTHER than the business means you’re
dissipating what Tony Robbins calls CONCENTRATION OF EFFORT – one of the keys to
exponential success.

I know you’ll say or think things like:

Successful people do MANY things at the same time.

Wealthy investors invest in MULTIPLE stocks.

Real estate moguls own MORE THAN ONE property.

This is all true – EXCEPT for ONE thing.

They all started creating a success with ONE thing they knew really well and
MAXIMISED the returns and rewards and then re-invested the profits.

They bought ONE stock that made a PROFIT.

They bought ONE property that appreciated in VALUE and then leveraged it.

They started ONE company that was successful and reinvested the PROFITS into
other businesses.

That’s one of the problems MANY people have – they have NO CONCENTRATION OF
FOCUS.

Like the magnifying glass that focuses the sun’s rays to create heat and
fire, the concept holds true for business ideas and innovation.

I know first hand how hard it is to put great ideas aside – I call it
‘parking an idea’ – putting it on hold to be picked up at a later time and
date. When it’s appropriate.

If you are struggling with the business such that you can’t afford to do what
you really want, that means you have not yet succeeded with the business.
You might be on your way, but the rewards are only available when you
BACKSTOP the backward slide that occurs from time to time.

Success really only happens when you OWN the business and have NO mortgage,
otherwise you are always a slave to the landlord or the bank.

Too many people in business think they’re entrepreneurs when in fact they
are employees with tax benefits and huge financial liabilities.

CONCENTRATION OF FOCUS is what made you a ______ champion.

You better than anyone KNOWS what it takes to WIN.

Why are you not using the SAME DISCIPLINE and FOCUS for the business?

Why are you not using all the sources of information/data/tools to make it
massively successful?

You’ve seen and heard what I’ve been able to do over and over again – this
is not magic – plumbers, electricians, retailers, gyms, lawyers, engineers,
employees, coaches, accountants, IT companies… They use these strategies
that have been tried and tested for over 30 years.

But it takes concentration of focus to make it happen.

Why bother with an Internet idea when you have no expertise in that area -
your website with no offence intended… ‘sucks’.

I know you’re going to have one soon, but do you realise it’s 2011?

You’re 10 years behind the eight-ball in respect of the Internet. You should
be getting at least 50% of your clients through the Internet by now. You
should be delivering value to you clients via online strategies and
concepts.

Does this make sense or do you still think you’re right?

If you think you’re right, answer me one question, again this is without
prejudice or judgment.

If you’re right, why aren’t you successful = profitable and swimming in
cash?

You are the MOST COMPETENT ________ I have ever met – you know more
than 10 people combined.

You are one of the MOST DISCIPLINED people I know – winning a __________
championship requires TOTAL and absolute commitment.

Also, you are one of the most stubborn people who wants to do it on his own
- without help/assistance.

When I was in +/- teens, I was the same way – it was all about ego, me,
myself and I. Then I realised something that was hard to admit.

I wasn’t smart enough to do it on my own.

That’s when I picked up Tony Robbins’ books and the rest is history. I started
seeking out the BEST sources of information and strategies and APPLIED them
- over and over and over and over again – until I mastered them.

I applied them with CONCENTRATION OF FOCUS on ONE concept/project at a time.

That’s my message for you today.

I know what you wanted to hear, and I asked you if you wanted me to tell you
what you NEED to hear versus what you WANT to hear.

All I can say is that everyone thinks they have a great idea.

My test is simple. If you can’t summarise it in one sentence, it’s all too
hard.

For example:

A super small device that can hold thousands of songs that you can buy on
the Internet and play in any pre-set order you want. (iPod)

I sell ice cream cones at the beach on sunny days. (DUH!)

For every $1 people give me, I guarantee they will make $3. (My business)

A computer that looks great, requires no technical skill to operate and
doesn’t get viruses because the operating system is bullet proof. (Mac)

Then of course there’s the USP… Without that, you’re just like everyone
else, but that’s a discussion for another day.

Let me know how you feel about this brutal full-frontal dose of reality.

Onward and upward!
Marc

How NOT to speak in public

In my cornerstone event, Unleash The Speaker Within, I teach people the art and science of how to speak in public. This is the antithesis – How NOT to speak in public. That being said, this was an elected official in the United States – can you believe it?!?

Career Management Tip

If you’ve had any hardships in the past – depression, divorce, suicide, drug or alcohol addictions, mental illness you need to seriously consider the impact revealing any of these can have on your career or business.

This is one of the PERSONA PRINCIPLES that are critical to a successful career or business. People have biases and prejudices – PRE JUDGING people => depression, suicide are COMPLETELY and TOTALLY misunderstood by society, you’re not about to change that.

It’s NOT your personal or corporate mission to do so, so don’t start something you can’t finish.

The last thing you want is to be passed over because of a suicide attempt 20 years ago because your potential employer’s an idiot and doesn’t understand that you’ve recovered, love your life and it was a life-changing event that made you appreciate your life, career at a much more intense, grateful and balanced level.

He doesn’t understand it was the turning point that allowed you to open up to your girlfriend, whom you married within a year and had three lovely kids who are well mannered and appreciative of your attention and devotion without being spoiled.

Furthermore he has no idea that you donate your time to a suicide hot line because you know what it’s like and in the past 20 years, you’ve saved hundreds of lives.

You can argue you don’t want to work for someone like that, but then that’s a discussion for another day – because being the idiot that he is – he’s not going to give you the choice – that’s the whole point…

Think about what you reveal and whom you reveal it to.

Character Versus Reputation

Character is what you do when no one is watching and your reputation is what others perceive you to be. That’s why it’s important that you make the right impression every chance you get. It takes a lifetime to build character and yet reputations can be destroyed in an instant. Remember that the next time you get mad.

President Bill Clinton once ironically said the world would be a different place if they acted with the same scrutiny of the White House (almost 24 hour video and audio surveillance with a full-time photographer taking pictures).

How differently would you live your life or work if you were on camera?

That’s it for today, this is enough to think about – try it just for one day. You’ll see how often you slip up!

Taller = richer and smarter

WhoTallareyouIn a previous blog post I discussed a hot topic called “the ugliness factor”. Today’s post is along the same lines – how tall you are determines how much you make AND how smart you are! Read on.

While researchers have long shown that tall people earn more than their shorter counterparts, it’s not only social discrimination that accounts for this inequality. It seems that tall people are just smarter than their height-challenged peers, a new study finds.

“As early as age three, before schooling has had a chance to play a role and throughout childhood, taller children perform significantly better on cognitive tests,” wrote Anne Case and Christina Paxson of Princeton University in a paper published by the National Bureau of Economic Research.

The findings were based primarily on two British studies that followed children born in 1958 and 1970, respectively, through adulthood and a U.S. study on height and occupational choice.

Other studies have pointed to low self-esteem, better health that accompanies greater height and social discrimination as culprits for lower pay for shorter people.

But researchers Case and Paxson believe the height advantage in the job world is more than just a question of image.

“As adults, taller individuals are more likely to select into higher paying occupations that require more advanced verbal and numerical skills and greater intelligence, for which they earn handsome returns,” they wrote.

For both men and women in the United States and the United Kingdom, a height advantage of four inches equated with a 10 percent increase in wages on average.

But the researchers said the differences in performance crop up long before the tall people enter the job force. Prenatal care and the time between birth and the age of 3 are critical periods for determining future cognitive ability and height.

“The speed of growth is more rapid during this period than at any other during the life course, and nutritional needs are greatest at this point,” the researchers wrote.

The research confirms previous studies that show that early nutrition is an important predictor of intelligence and height.

“Prenatal care and prenatal nutrition are just incredibly important, even more so than we already knew,” Case said in an interview.

Since the study’s data only included populations in the United Kingdom and the United States, the findings could not be applied to other regions, Case said.

And how tall are the researchers?

They are both about 5 feet 8 inches tall, well above the average height of 5 feet 4 inches for American women.

Grass Greener On The Other Side?

In a recent Financial Review article, Michael Mauboussin, author of Think Twice: Harnessing The Power of Counterintuition, explained how star performers fail when they switch companies. His explanations and identification of the three sources of perceptual distortion is absolutely brilliant.

This is the kind of stuff that is being collated, collected and assembled for Professional Mastery Platinum Program Members...

If you’re keen to just not be made aware of stuff like this, but what to do about it, contact us.

Stuff like this is where the 1 percent improvement doctrine comes into play… On your own, you have to find a source of inspiration and ideas… As a Platinum Program Member, you get them delivered to your inbox EVERY DAY.

Together Everyone Achieves More?

I am not sure this team really understands the concept of TEAMwork… Not exactly what you’d call a high performance team…

T.E.A.M. = Together Everyone Achieves More?

T.E.A.M. = Together Everyone Achieves More?