The WEST Program Blog

Ok, so everyone says to outsource, build a team, get JV partners and I would agree.

But… there is a BIG piece missing from the equation, two pieces actually.

Piece number one: Be willing to fire more than you hire.

Trust me, I’ve run companies with over 1200 sales professionals under my guidance.

My motto was gently hire and aggressively fire until you had the best team available. That way, you knew that you had a hardworking, smart, aggressive team of sales professionals who take your business as serious as you take your own. You must be OK with the fact that if someone is not doing the job they are cut out for… then you must cut them out of the
equation.

I’ve been hit with a lot of comments saying, “Bob, but what if that person has been with you for years?” Well, if that’s the case then they should know that their paycheck depends upon their efforts and productivity and that the success of your business is important to you as it should be to them.

Don’t be airy fairy about this… business is business. Keep the main thing the main thing.

Think about it, if you went to a restaurant and paid $75 for a lobster steak dinner and it came back cold, black and tasted like shit… would you pitch a bitch about it?

Of course you would. Then, Why in God’s name would you not treat your business with the same level of respect as you do your gourmet appetite?

Piece number two: If a family member has no specialized talent to contribute to your business, then they don’t work for your business.

One of the biggest downfalls of a business is having family work within the business. There are many folks that would disagree with me. But think about this. When you hire a stranger, who has specialized skills and you interview them, they are trained by your company and they know that they report to you for the big decisions… you have their respect and they will work to make sure you are happy… so that they get the big pay raise and are praised from the work they have done.

When your big brother is working for you, you are not boss man… you are little bro or sis. Many times, even if it is not said outright, they will doubt your decision making processes, they will begin to reinvent your business without your permission… and if they have absolutely no specialized skills to offer your business… they are simply taking up space and your ROI on employees wages begins to take it’s toll on your business.

Let’s get business here. Your business is a machine that is supposed to be working for you and for your customers. Take a look around at your business today. Who is working with you or for you that has made no effort to create more productivity or profit. Who is it, within your business, that has not contributed to your bottom line?

Now, you can go one of two routes here. Sit them down and explain what you expect to see from them within the next week or two or, if you’ve already done this with them… replace them and move forward.

My apologies if anyone thinks this post is too harsh, but there IS a big reason for a global recession and it has a lot to do with the people in the productivity and decision making departments of large and small companies being inadequate for the job.

Get your people to take forward moving action to grow your business on a global scale this year, or at least become a top competitor in your local market space. Want a team that can fulfill your marketing needs… http://www.eWebMarketingManagement.com

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