SO WHAT DID COME FIRST THE CHICKEN OR THE EGG?

It is amusing to me that people often use the comment “it’s the old chicken or egg thing so you can’t
solve it”.

This is supposed to be the answer to business questions such as;

1. Should I promote when I don’t have any money?
2. Should I hire the staff I am going to need so I can train them or wait until I get the contract?
3. Should I get staff training or wait until we have more money?

Quite often business managers run across these or similar questions like them when they are growing their businesses and get stuck trying to work out what to do next. It becomes easier to make no decision than to make the wrong decision.

I want to let you into a little secret here. The wrong thing to do is always to do nothing. You may make the wrong decision and have to change or adjust things later, but that is always a better outcome than making no decision and getting nowhere.

The second thing to realize is that there is a simple sequence that occurs to make something happen; and for anyone who is still stuck on the chicken and egg question the answer is the egg, simple as that.

The first chicken came from an egg that came from something that wasn’t quite a chicken, if Darwin was right and he appears to be on the mark with this one, certainly we can see that chickens and other birds were the result of an evolution from earlier flying animals.

There is always a simple answer to the order of things and most business people that are successful at any level usually know what it is but fear takes over and they don’t do it. But remember that the worst thing you can do is nothing.

For example;

1. Yes you need to promote to get money, when you stop promoting people don’t know about you and you will make no money. If money is so short, try and find an effective way to promote that doesn’t cost anything.
2. No you shouldn’t hire staff until you can pay them, this might mean that you need to work very hard yourself for a while, but that is the life of a business owner or manager or be clever with your remuneration stratagies.
3. Yes you should be training the staff, again there a ways to do this that don’t cost a lot.

So next time you go into confusion as regard to what to do next. Simply remember it was the egg, work out the answer to your problem and back yourself.

Stay productive,

Greg Paul
Business Development Executive
Performia Australia
greg@performia.com.au
Ph: 1800 603 023

©2010 Performia Australia Pty Ltd. All Rights Reserved.

Performia Australia is part of an international business that are experts on helping business owners and managers know how to get the best results from their staff as well as recruit the most productive people to  business. Learn the right way to Build Your Team.

Performia Australia sends a weekly email newsletter with tips about how to improve your business.  Send your name, email, phone number and the name of your business to info@performia.com.au to register for the newsletter.

PERFORMIA AUSTRALIA – HOW YOU CAN TELL WHO IS HELPING

Recently, one of our articles talked about the “Most Important Question in a Recruitment Interview” and the fact that you must discover what and how much value they have added to the organizations they worked for in their past jobs.  For example, if you are hiring a salesman, the most important thing you want to know is how much they sold, and fully understand how much value this added, or did not add, to their past employers.  This is before you would go into asking about personality, motivation, knowledge, experience, education etc.

The point was made in that article that these other things are important but not as important as the person’s past results.  These other things become interesting after the person can show that they have added value to their past organisations.

I received some interesting replies from people pointing out that sometimes you can have someone who is personally productive but when they are part of your organization the business does worse.  This is then a question of such things as personality.  But how do you know what to do in an interview?

THE FOUR TYPES OF PEOPLE;

At Performia we know that there are certain people who create results and others that create destruction.  Our founder Marten Runow even uses the analogy of a balloon when he describes people.  He says that they have a certain amount of helium that pushes up and gets a result and a certain amount of sand that holds the person down.  (See the video at http://www.youtube.com/user/PerformiaAustralia#p/u/2/zyoHx7ahEYo)

So how does this work in our business.  I know that there are a lot of advanced ways of looking at personality such as psychometric testing (personality tests etc.) and we even have our own and quite advanced training on how to understand people.  For you the business owner the question is simple.  When this person is in your business what are the results they achieve;

1)      Personally

2)      For the business as a whole.

For example when this person is in your business, you need to look at what they are producing and then how the results go up or down in that area of the business as a whole.

One of the biggest mistakes business owners and managers make is listening to what is happening.  The result of this is the person who makes the most noise and plays the right politics wins.  When you look at the actual results, you can see who is adding value and quickly see who is not.  This is the only measure and the way to grow your business.

We also observe with many of our new clients that staff that are productive and at the same time causing unrest or issues in other parts of the business are caused more by mismanagement rather than the employee.  It only stands to reason that the more managers and executives understand people, the less issues there will be to handle, and the more time and effort can go into ensuring ever increased results.

This is our specialty at Performia Australia.  We have the tools and products to ensure that you only let those that will add value to your organisation join your team, and give you the knowledge to know exactly what to do in any staff situation to ensure your team comes out more prosperous.

Stay Productive

Greg Paul

Business Devlopment Executive

Performia Australia

greg.paul@performia.com.au

Ph: 1800 603 023

Performia Australia is part if an international business that focused on helping our clients build productive teams by getting the best out of their staff as well as hiring the most productive people for their businesses.

Performia Australia sends a weekly email newsletter.  Register for the newsletter by sending your name, email and phone number to greg.paul@performia.com.au

(C) 2010 Performia Australia Pty Ltd All Rights Reserved.

Increase Your Sales!

In this week’s newsletter I am writing to tell you about one of our divisions at Performia Australia – Optima. 

 

To get the best results from your team, staffing your business isn’t just about finding the most productive people and letting them go and hoping for the best.  What we know is that it takes a few steps;

1) Have the right structure and plans in place for the business.
2) Know who to hire.
3) Induct them into the team.
4) Train them on their job and efficiency.
5) Measure the results and let them get to work producing.
6) Give them ongoing training as a reward.

Until now we have had the resources to show our clients how to do all of these steps other than the ongoing training for themselves and also their staff.

It is for this reason alone that we developed Optima.  We resourced the best executive, staff development and sales courses from around the world.  We invested significantly into getting a Courseroom Supervisor trained to deliver the training to you in the best possible format for you and your staff to be able to go back to work and be able to use the courses and programs to grow your business and get better results; not just someone who sounds intelligent in the courseroom.  The best test of our success in the results our clients get in their businesses when they use what they have learnt.
_________________________________________________________________________________

A lot of our clients ask about sales training. For this reason we have sourced a course from America that have been getting some fantastic results.  The following is some of the introduction to the course to give you an idea of what you might be able to achieve after studying it.

“There is an endless ocean of sales training material out there.  Some of it is good, some isn’t.  Most people don’t have the time or patience to sift through scores of books and then test out the various different theories and methods.  That is what we did to build this program.

The rigorous testing separated the wheat from the chaff and allowed us to narrow down the fundamental, workable tools that anyone can easily learn and apply.

In testing various sales training program, we found three main reasons for their deficiencies and failures;
1) The materials were too large.  Even a 300-page book was discouraging to most salespeople.
2) The materials were too heavily weighted toward theory and contained very few steps that called for salespeople to work out exactly how tools applies to their sales and they will use it – exact wording.  This resulted in hesitance and uncertainty on sales calls.
3) There was very little real-life simulation or drilling (learning by repetition), resulting in poor data retention and application to actual sales.

We knew that in order to build a successful sales training program, it would need to be relatively short, include a lot of practical steps and include a lot of drilling so when a salesperson is on a live call or meeting, he knows the process cold.”

 

This program is the result.

We also have a white paper that shows the results that sales people have gotten from completing this program;

Consumer Energy Solutions – Case Study:This case study was conducted at Consumer Energy Solutions. A random group of 25 salespeople participated in the Sales Training. The salespeople were monitored for 4 weeks prior to starting the training and 4 weeks after completion. This group went from closing 775 deals in 4 weeks to closing 1,737 deals in 4 weeks. 100% of the people increased their numbers. The average increase in individual sales deals was 126%.

Some recent successes from our attendees:

“It would be impossible to not succeed with proper implementation of this course”
– Nicola Staples, GM, Chris and Marie’s Plant Farms.

“For those that do this program, you have an unfair advantage over your
competitors – shh!”
– Anthony Peluso, CEO, Dynamic 8.

“Each week I’ve been using skills that I learnt from this course and my efficiency, effectiveness and productivity has increased dramatically because of this. This course is a MUST for everybody in any given organisation.”
– Karrine Ayoubi, Telemarketing, Performia Australia.

If you want to know more about Optima or you just want to know how to get your team to be more productive give me a call on 1800 603 023.

 

Kind Regards,

Greg Paul
Business Development Executive
Performia Australia Australia

 

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Advanced Executive Course

 

Take advantage of our full training. For all Managers. You have completed the “Build Your Team” training which gives the basic fundamentals of evaluating human behaviour and hiring productive staff. This Executive Training is the next step for every Performia Trained Evaluator. This is a unique and incomparable training.

 

By the end, you will have the Know-How ability to:

 

1. Approach your staff in any situation to help them produce.

2. Pinpoint your team’s barriers and help them overcome them.

3. Take advantage of your team members’ strengths.

4. Run your team as the umpire rather than a commander.

5. Get your team to play the game of production.

 

To register your place for the Advanced Executive Course, contact Greg on:

E-mail: greg@performia.com.au

Tel:  1 800 603 023

©2010 Performia Australia Pty Ltd.

 

 

Team Building Seminar
This seminar is designed for business owners, managers and recruiters. This seminar covers the important things to know which staff are most valuable and which aren’t so valuable or in some cases even destructive. Attendees will also learn how to interview their existing staff and candidates so that they can promote and hire the most productive people to allow smooth growth for their business. This seminar will show you the key to understanding productive people and getting the most from your team.

Register Here

Performia Australia Facebook Group
To have access to weekly articles about recruitment, productivity and getting the best out of your staff, log in to facebook and join our group now.

Join Here

Success Summit 2010
Get the tools to lead your team to greater levels of performance and job satisfaction. You will get tools on how to continue to make your business profitable, or if it’s experiencing tough times, how to rapidly turn it around and grow your business and expand your customer base without getting distracted by the volatile economy.

Click here to enter the Summit Success website and watch a 45 minute video on how to achieve greater levels of productivity. You will receive instant tools to use by just watching this video.

Introducing Performia’s New Training Center – OPTIMA.

PERFORMIA PRESENTS 
OUR NEW TRAINING CENTER

 

This is the toughest, most detailed, advanced and powerful training technology we have to offer
– it is designed to get results.

We have courses specifically designed for every aspect of an organization; from Master Closer Sales programs to comprehensive EXECUTIVE training and everything in-between. Anyone who wants professional or personal enhancement, we have the program you need. 

INCREASING STAFF EFFICIENCY Most of you have probably experienced at one point in your life “being the boss”, responsible for getting others to get something done.  How many times was it you versus them, each with different ideas on how to do something?  How many times did you feel like you might as well do something yourself because an employee just didn’t know how, and it would take the same amount of time to do it yourself as it would to explain what to do?   Well, problem solved.  You can turn a completely diverse staff into an efficient team, each accountable for his position.    Just imagine for a moment a team that knows what is expected from them, can create the results that you want, and where you can be the leader of the business and not the one having to solve every small problem that your staff should.   Also imagine being able to have time off and know that the business will be able to perform without you.   Have you got that picture?  Now give Optima a call and we’ll help you make that a reality .

The training center has only been running for a short time and has already flooded with SUCCESS STORIES like these:

“It would be impossible to not succeed with proper implementation of this course”
– Nicola Staples, GM, Chris and Marie’s Plant Farms.  

“For those that do this program, you have an unfair advantage over your competitors – shhh!”
– Anthony Peluso, CEO, Dynamic 8.    

“This is something I have been searching for… I look forward to my future”
– Eric Maron, Eric Maron Ent. Pty. Ltd           

One of our clients Carly Crutchfield has asked us to tell you about a new program that she is running for teens. The program is part of her non-profit organization Cfoundation and the whole day is designed to help teens understand their goals in life and set plans to achieve more.  This is a free event so book in your kids or teenage friends that you know.    

Click here to book your tickets.    

Stay Productive,

Greg Paul
Business Development Executive
Performia Australia

©2010 Performia Australia Pty Ltd.

Performia Australia Seminar in Hiring

We recently completed a seminar in hiring.

It was attended by … people….

Have a great day!

Gareth Jekel