Accountants, Corporate Attorney’s, Consultants, and other business professionals will learn how to use the Business Performance Analysis Engine to pinpoint SMB client weaknesses and how to convert those opportunities into additional billable hours and new consulting revenue.We’re going to show you how to:
   – compare your client’s business operating performance against other companies in their industry, worldwide;
   – identify the specific business challenges each of your clients is struggling with;
   – convert each client’s challenges into additional revenue opportunities (i.e. more billable hours);
   – project more credibility and expertise with your clients by having a complete set of holistic & comprehensive set of diagnostic data and management metrics;
   – get access to SMB operating performance data available no where else.This webinar features actual case studies and a complete introduction  to the Business Performance Analysis Engine (BPAE) from Mentoring Success Group LLC.
  
Register for a session now by clicking on this link: Webinar Information 
 
Once registered you will receive an email confirming your registration
with information you need to join the Webinar.
 
System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP or 2003 Server
 
Macintosh®-based attendees
Required: Mac OS® X 10.4.11 (Tiger®) or newer

3 Steps You Need to Take Right Now.…if Your Business is Struggling to Survive

1.  Stop pretending things are fine.  They’re not.  Be honest with yourself and others around you.  If you have employees, they probably have a better grip on the seriousness of the situation than you might appear to have.  And when you wear the ‘brave face’ around them, they inherently begin questioning your leadership, wondering if you even recognize that Rome is burning.

This ‘honesty’ permits you to ask for help and suggestions from other people, your employees, advisors, peers, family, etc.  They can’t, and won’t help if you aren’t honest about the situation. Just like anybody else, you’re not expected to have all of the answers, just the ability to ask for advice.

2.  Dealing With Your Business Challenges.   Nearly always, your business finances are a reflection of problems and issues buried deeper within your organization.  Is cash flow bad? Then start asking questions and getting answers.  Why is it bad?  Are people not paying my bills?  Are my expenses too high?  Are we not selling our products/services?  The objective is to identify the specific root causes for each problem.

Once you begin identifying and isolating the specific challenges your business is facing, you’ll find it easier to conquer them one at a time.  The old cliche is appropriate, “How do you eat an elephant?”  The answer is, “One bite at a time”.   Identify the root causes of your specific problems, then begin solving them, one ‘bite’ at a time.

3.  Dealing With Your Personal Challenges. It’s so common for business owners to look up and wonder why their personal life has gotten out of balance over the years.  Many times we begin our business to chase that illusion of freedom and independance…working when we want, financial freedom, personal fulfillment, etc.  Then, after years of working 80 hour work weeks, we look up, and realize that our kids grew up and left home with barely an acknowledgement from us.  It’s so easy for us to get sucked down that black hole of “I’m doing this for me and my family”, when in reality, we – and our families – have been deprived of the one thing they’ve needed most….us.

When one aspect of our life gets out of whack and overtakes other aspects of our life… it’s kinda like washing your jeans in the  washing machine, and they’re a bit unbalanced….thump, thump, thump. How many thumps do you need before you take action to turn things around in your personal life?

Survival is the most basic of all human instincts.  But it requires positive action and decision making on your part.  Take advantage of the adrenaline rush from your own personal ‘flight or fight’ syndrome.   I wish you all the best!

As the economy shows some early signs of improvement, it’s a great time to review your  sales performance data and focus on the aspects which continue to lag behind our expectations. Implementing a sales turnaround plan for your company is actually quite straightforward.  Here’s how…

The first task is to analyze and discuss the sales data and the sales processes with each key manager in your company, and not just from the sales and marketing department.

• What specific strategies can we do to improve our sales?
• Are there customer segments or marketing segments that we are overlooking?
• How can we focus the entire company around implementing sales improvements?
• What are the easiest and most rewarding opportunities that we have (the ‘low hanging fruit’)?
• What are the obstacles that currently confront our sales team which need to be eliminated or removed?
• Are there sales territories or customer / market segments that are underserved or overlooked?
• Where are our best opportunities and how profitable are they?
• How are our sales teams aligned to best capitalize on those opportunities?
• What is the individual performance of each of our sales people?
• What corrective action are we taking with sales people who are not meeting established sales expectations or quota?

Effective sales and opportunity management is the key to improving results. A lot of companies struggle with identifying and prioritizing the best sales and marketing opportunities for them. Best in class companies do a great job at sales opportunity management by continually analyzing their pipeline, analyzing each customer opportunity, and prioritizing the allocation of resources to focus on the best opportunities.

A quick way to organize your best sales prospects is to consistently maintain and update a top ten opportunity list for each of your sales reps.  A simple spreadsheet which is updated once a week by your sales reps and reviewed by management is a great way for you to do a top ten account review. Have your reps focus on those ten accounts every week.

Make sure that you’re consistently and regularly holding your sales team accountable for achieving progress with each of their top ten accounts. They need to quickly articulate the sales plan and goals for each of their top ten accounts.

Get each sales reps to realize that they need to focus their time and energy on the best opportunities, as opposed to just churning out the sales activity. Many sales reps can get overwhelmed by the volume of activity that they need to generate in order to do their jobs effectively and achieve the necessary results. They quickly get lost in the volume of activity and soon begin equating activity with productivity. Being productive in sales means being able to qualify your best opportunities and focus your time and attention on moving those opportunities forward.