As a business owner, you may not think of yourself as a cheerleader. Would "pig-headed discipline and determination" be a better description? Chet Holmes uses this descriptor in his book, The Ultimate Sales Machine.

Regardless of how you label it, as the business owner, you have to be the most excited, the most adamant, the most resolute in working toward your goals. You cannot expect your employees to be any more excited about your products or services than you are. It's the trickle down effect. If your enthusiasm about excellent customer service is at a level 10, those managers who report directly to you may have attention to detail at a level 8, and their direct reports may execute at a level 5. You can imagine that if your enthusiasm is at a level 5, the enthusiasm of those who report to you and their direct reports quickly fades into non-existence.

If you manage your business by looking at some key indicators, do you get the report consistently or did you ask for the report initially and then not ask for it again for another several weeks? Your staff is likely to think you aren't really serious about looking at it if you ask for it only sporadically. If you want to see the key indicators on a daily or weekly basis, then you need to be consistent in requesting the report on a regular basis until it becomes ingrained into the process.

You must insist the checklist you developed to insure all items ordered are included in the customer shipment is used on each and every order. What does a pilot do each and every time they fly? They use a pre flight checklist. Can you imagine flying with someone who decides they don't feel like using the checklist today? Surely, they've flown enough times; they'll remember everything on the list, right?

If you dream of one day having a business that can operate independent of your minute by minute efforts, you must insist that your staff develop consistent performance, but you must be the cheerleader that leads the way.

Need help in developing this consistent performance? Contact Cheryl

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