Top Management Story

Writen by Robin J. Elliott

I talked recently with a fellow who has a staff of eighty-five people. They're not his sales team. He wants to increase his sales, and I suggested he consider turning these employees into salespeople. "But that's not their job!" he protested. Exactly. And that's why most business owners overlook their greatest underutilized asset – their non sales employees. I got very excited when I realized that there were 85 people who could help increase his sales with no cost or risk!

Every person on earth wants to feel important, recognized and appreciated. We want to feel that our contribution is important and that our ideas and suggestions are valued. Plus, we want to feel that we get rewarded for any value that we create. I have found that our employees at the coalface often know more about our businesses than we do. Their suggestions are based on real life, real experience and real opinions. They have insights and recommendations which could radically improve our bottom line profits, if we only gave them a reason to share those ideas, listened, and rewarded them accordingly.

Your employees want to feel a part of the business. They want to feel that they have secure jobs and that they can increase their income without moonlighting and arriving at your business half asleep. By listening to their ideas and providing them non-threatening and easy to use, understandable sales tools with a system to measure and reward results, you can unleash massive sales! When we understand that our businesses provide products and services that relieve pain and create value, we can train our employees to perceive "sales" differently. Use this massive, neglected resource – the cost is miniscule and the results are extraordinary – improved productivity and loyalty, decreased employee and customer attrition and increased sales and profits, innovation and motivation.

Zig Ziglar said, "You can get anything out of life, if you're prepared to give enough other people what they want." Most employees dread going to work and we can change that. Give your employees what they want: a voice, an ear, an opportunity, security, self esteem, reward, motivation, purpose and recognition, get your ego out of the way, and the sky's the limit.

How workers ranked what they considered important, starting with the most important:

#1: Appreciation for good work,
#2: Feeling "in" on things,
#3: Help with personal problems,
#4: Job security,
#5: Good wages,
#6: Interesting work,
#7: Possibility for promotion,
#8: Loyalty of Management to workers,
#9: Good working conditions,
#10 Tactful discipline.

Apply this knowledge to your management systems and win!

"Unless you move, the place you are is the place you will always be."