WE'RE HALF WAY THERE

Well, here we are, half way through the year. Time to do a check to see how we are doing versus our plans for the year. So,

Let's start with sales. Have you reached half of the volume you projected for the year? If so, congratulations, keep it up. If not, why not? Then what are you going to do to get back on track? Now is a great time to analyze your numbers. 

How many contacts do I need to make to secure an opportunity to present a proposal (not bid)? Do I need to step up the campaign so that I am getting more opportunites? Do I need to change something that I am doing to improve the success of opportunities I get to present?

How many proposals turn into actual customers? What do I need to do to improve that percentage? Do I need to revise my presentation to be more in tune with what the prospect is asking for? Am I practicing my presentation skills so that I present our proposal in the most professional manner possible? If not, what do I need to do about it?

What is the average dollar volume of my proposals that turn in to sales? Am I creating enough volume per sale to make our projections? If not, am I really chasing the right kind of business? What market segments do I need to spend more effort on? 

Am I contacting my existing customers on a regular basis to remind them of the additional services we can provide to make their life easier and our profit more enhanced?

There are a lot of things that go into selling and each of us needs to be tuned into each one of them and make each item the most effective and efficient that we can. 

Now, how about operations?  

Are your recruiting efforts on target? Are you being creative in finding new employees in this competitive environment? 

What about your onboarding of new employees? Do you have an effective orientation and initial training program for all new employees that you do each time you hire someone? What about your retraining program for existing employees?

How's your turnover rate compared to last year? At $500+ to recruit and onboard a new employee, it is vital we do what we can to reduce that turnover number. If you have 100 employees and make 200 W-2s per year, your cost of turnover is in excess of $50,000 per year. Need to improve your numbers?

I can go on and on with mid year check up things to do but I have probably given you enough to think about right now. Do the analysis, you may be losing thousands of dollars. With the immense competitive pressure on margins, it is imperative we do everything we can to manage an effective and efficient company. 

As always, we are here to help. Check our web site at www.consultantsincleaning.com for educational and training materials, forms, and DVDS that can assist. 

Don't forget we also have a weekly pod cast available at www.kleancast.com. You can also access them on you tube.  

Till next time.