I often hear, “Our sales are down…we have to hire a trainer, coach, consultant to increase our sales.” “Our sales are up…we are doing good…look at that revenue pouring in; we don’t need any help.” If you are basing the health of your business on your revenue, sales, or profit, you may be making a mistake. Hopefully, you want to grow your business, and commonly that is measured in sales and profit. You don’t have to sell more to make more profit. There are other things you need to focus on first.
I am sometimes a bit surprised when I hear from Business Owners that they do not want to grow their business. I can be fairly competitive, and hearing someone say that they are happy with their business at the size it is now causes me to stop and wonder. Why would any business owner not want to grow their business?
Change is inevitable. Like time, we cannot stop it. To not only survive but thrive in today’s business environment, you must not only accept change but must also embrace change. Given that accepting change is one of the more difficult things we mere mortals must do, having a plan, a strategic plan to manage change in your business is critical to success.
To understand how to be successful with change lets first look at the “Not’s” of change management. There are six of them:
Your career is sailing; your business is profitable; everyone looks at you and says “WOW, I want to be like them.” I am certain many of us have read or seen such a scenario. To be the “WOW person” is wonderful. To be associated with that person is pretty good too. Imagine the WOW person and a WOW business. The perfect scenario.
Then, one day, it all falls apart. Some behavior enters into your life; you start making bad business decisions, you stop listening to others about your business. We have all seen or read of those. Successful Business Leaders who start affairs with subordinate employees, Successful Business Leaders who illicitly take money from their business, Successful Business Leaders who abuse a variety of legal or illegal substances, Successful Business Leaders who take illegal short cuts. One day they get caught, and their self-destructive behavior brings them crashing down.
How do you prevent that?
I remember his frustration. He showed me the equipment he bought that promised to make his work easier. He showed me the software he bought that promised to make his salespeople more efficient. He was angry too. I had been referred to him because he needed help. He was angry, frustrated, and taking it out on me because everything he had purchased to help his business didn’t. His words still resonate with me, “I bought this $%*+, and nothing happened.” I knew part of the answer as to why. He bought something that he thought would make his business successful; he forgets that Success Comes From Actions and Not Things.