“I recently had to take some time off and during my absence the company did not have enough sales to even cover our overhead.” A Westchester County NY business owner relayed this situation to me. She was frustrated. “My business needs to operate when I am not there,” she said, “but at this time I am afraid to take a day off.”
If you are a Westchester County NY business owner and this sounds familiar you should know that it is a common problem. As business owner you want sales growth and business stability but don't feel your employees can get it done. Your solution will lie in becoming a leader who trains, develops, empowers, and delegates with confidence.
It is important to have the right people doing the right jobs. So start by having job descriptions for everyone. Make sure that every staff member is qualified for the job. Find out each employee’s qualifications and whether they meet the requirements of the job. You may discover that you may need to hire some different people. You will need to focus on training and development to get your staff up to speed.
Look at every activity in your business as a process. What is the purpose of each activity? Let’s talk about the activity of sales. I asked our business owner to tell me who was responsible for making the sales proposals. She told me that the responsibility was solely hers. By holding that authority she is creating a roadblock for sustainability and growth. Many owners fear giving too much information to the staff for fear of having trade secrets given to competitors. Those who follow that advice will never grow past the level of business they can close themselves. Proposals are better done by the people closest to the sale. You don’t need to share secret formulas with your staff but you should set up a procedure for pricing your products and services. Set up price lists for all products and services. Develop procedures for determining the price of each job. And then let the staff do the work. You will increase sales and increase customer satisfaction by empowering your employees.
Share business goals with your employees and help them develop their own goals. Their goals should support the overall goals of the business. Expect every staff member to take ownership and recognize them when they do. Give them responsibility for and knowledge of performance measurements for their area of responsibility.
Remember that proper delegation and giving authority to those closest to the work will multiply the efforts of your organization. With proper guidance and supervision you will build momentum. As momentum grows you then can enjoy a sustainable business that runs without your involvement in day to day details.
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