Do you have sales employees report to you? If so, this article is for you. If not, you might find this interesting anyway because we’re talking about how thinking impacts our outcomes.
I worked for a service business where 95% of the employees are paid either base rate or commission, whichever is greater. My department was in charge of customer service and sales training classes for these folks.
We hired an outside industry trainer who took his system of tactics, tracking and inspiration and delivered a program for us with the intention of increased sales. He showed us the increase of sales in his business as a result of the program and we banked on getting similar results.
After over a year, the results did not come. Marginal ROI came from the investment of facilitating his program.
I’ve been thinking about it over the last couple of days. I know more about getting results now then I did then. I understand more about the power of thinking and what it takes to get different results in your life.
The chain I worked for is a value based service business. The average annual earnings were less than $25,000. The majority of employees work part-time (less than 30 hours per week). Most new employees are hired fresh from school with little business development training.
The consultant hired to deliver his program had a similar business, but there were key differences. His business is not value priced. His service prices average 25% more or greater. He also owns a technical school and trains his students in both technical skills and business building. He hires the top students from his school into his business. The majority of his employees are fulltime.
Laying these differences out, it seems obvious why his program didn’t yield the expected results. There core differences in both price and employee demographics. You can look at the practical business differences and come to conclusions.
I think it serves to go deeper though. I think the key difference between his team and ours was in the mindset of the employees.
What do I mean by mindset?
In this case, I believe the prevalent beliefs and expectations of his employees are different than those we had. His employees expected more based on their training and focus than ours did. Because they expected more, they gravitated to bringing in more sales.
I believe we get out of life what we expect. Taken one step further, I think we all have a magic number in our heads that is our ceiling for income.
T. Harv Eker wrote a best selling book called Secrets of a Millionaire Mind where he refers to this same idea as our money thermostat. He draws an analogy of a furnace thermostat. If our money thermostat is set at 72 degrees, the temperature (or money amount) we allow into our experience will gravitate to that number.
In the next post, we’ll talk about more beliefs and expectations and their effect on our life and business outcomes.Read More