"We're Already Doing All That. Why Aren't They Doing It?"

0:00Yes, sir. >> Yes, so um we are marketing agency and we have around 30 to 40 employees. >> How many? >> 30 to 40. >> Okay. Who do you sell to? >> Um we have like a done for you part where we do like personal brands and build them up and also like a coaching part where we do like small to medium businesses. Yeah. And the problem is that I think especially like if you have like a few more employees is to like set KPIs and then also like keep them.

0:32And like watch them regularly. So like we get somehow lost in like doing stuff and not looking like every time on the KPIs. >> Mhm. >> So what's like hands-on stuff that you do to make sure that your employees uh stick to the KPIs that you set for them and um like in which calls do you discuss them or where do you just write the KPIs down, the goals down?

0:57>> Yeah, so you have team calls and those team calls will almost always be metric driven that begin with dashboards of the metrics that drive the business or that function. You have one-on-one calls which is usually around a specific skill deficiency. And so the calls that you have with your team for one-on-ones is to invest in them, to upskill them. It's to get them better and it's like this is where you you said you wanted to be and this is where you ask them, "Where would you like to be?" And they say, "I'd like to be here." And you're like, "Cool, well you're here. So let me invest in you and we can hopefully get you here together."

1:26They will sign on to that. That helps retain those people and also helps improve, you know, their efficiency overall. From the group perspective of like how do I track those, that's the first slide of every meeting. Like if that's not the slide that's pulled up when you start the meeting, what are we talking about? And that's a cultural thing. >> Okay. And like where do you write these KPIs down? Like is it in the dashboard visible that there's this is a goal? >> Mhm.

1:52That's where the Google Sheet Empire getting replaced with dashboards is nice. But if you have a Google Sheet Empire, then you probably have a Google Sheet for sales, a Google Sheet for marketing, right? And so you just start with that dashboard when you start the meetings. So they know what was you know what was trailing seven, what do we do, you know, how many calls we take, how many scheduled, how many showed, you know, what was our offer percentage, what was our take rate, what was our cash collected by rep, by percentage. It's like, okay. Like kudos to people who did well. What what happened here when they didn't do well? Okay, cool. Like sales manager, you need to upskill these two people, focus on these things.

2:23>> Okay. >> I want to make sure I'm answering your question though. >> Sorry? >> I want to make sure that I'm answering your question. Was that your question? >> Yeah. >> Was it? >> um >> [laughter] >> I'm thinking about it. >> Okay. >> We are already doing like a lot of that stuff. >> What's the problem? >> So we um >> They're not doing it. >> I think we we don't connect the actions with the results. >> Yeah. Yeah, so the reward cycles are probably too slow.

2:50>> Yeah. >> And so if you want people to do more of the stuff that you want them to do, when they do it, immediately reward them. And so usually weekly is way too slow to change behavior. >> Mhm. >> And so that means like those little kudos that you give on the Zoom call in chat when they speak up cuz you told them to speak up more, that will do more than you having a weekly check-in of them speaking up. It's in the moment. Like that's how you change behavior. It's how you train sales guys, it's how you train performance. It's the moment it happens, you reward it. And so that's where like Slack and chat are really really helpful in a remote setting. In an in-person setting, you can just up nod like nice job. Like that was a really good add-on or whatever. Does that make sense?

3:30>> Yes. >> This is a cultural thing. >> And what if it's like a delayed like for example, we plan a webinar and then like it's like a long time until the webinar gets executed. >> Well, you have to break down a hundred things that make the webinar happen. >> Yes. >> So the webinar the webinar occurs, there's a lot of things that have to happen prior to the webinar occurring. So it's breaking these things down to like we need to have at least 1,000 people who register for this webinar. And it's 30 days out, which means we need 33 people a day on average, and it should ramp up. So, if we make it at 33, then we should only do better by the time the webinar happens. And so, then when you're checking in, you should probably have daily stats that are getting dropped if it's a big goal. So, it's like, how much did we chip away at this thing? And the guys who contributed, kudos. Good job.

4:12>> Okay. >> So, right now you're putting big goals out there, you're just not breaking them down and then tying them to the activities they need to do on a daily basis and then allowing a reward cycle to occur. >> Yes. >> Okay. Does that help? >> Yeah. >> Okay, good. If you like this video and you're a business owner who wants to break through your current revenue ceiling, I distilled every lesson from scaling 10 businesses past 10 million and three businesses past 100 million into a completely free scaling roadmap that I've used to go from zero to one, zero to 10, and zero to 100 plus. And so, you can click here and you can check it out. Again, absolutely free. And since you're business owner, appreciates you and enjoy.