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How strategic are you?

  
  
  

I took a vacation in July and decided to read Mastering the Rockfeller Habits by Verne Harnish.  It was recommended to me by a friend who uses it in her business.  I recommending reading it.  It was one of the best books I've read recently.

Mastering the Rockfeller Habits are:

  1. Establish your top 5 priorities that you focus on daily, weekly and one BHAG (big hairy audacious goal).  It's the balance of short term and long term.
  2. To be sure you're acting consistent with your priorites, obtain data that you can measure in real time.
  3. Set regular meetings to be sure you and your team are properly aligned with your priorities and are accountable.
strategic planning
I have a client who has had an internet based sales strategy.  He has been very successful in his business, but has sensed there was a better way of doing business.  He has about 2400 prospective/current clients with 4 sales people and the client list grows regularly.
Over time he has come to understand that 80% of his business comes from 20% of those clients (yes, you remember the 80-20 rule).  His sales people continue to focus on the 80% that don't contribute as much business. They have lower productivity and lower close rates.
By changing his sales people's focus from an internet based strategy to a relationship based strategy, he is slowly changing how his sales people do business.  By building relationships with that 20% of his client base, he will become more efficient in his sales process and will grow sales.  He had to change his priorities and that of his sales people.  He looks regularly at the data provided by SalesForce and holds regular meetings with his sales people to get them properly aligned with his way of thinking.  It's not coming as fast as he would like, but he makes steady progress.
We all spend too much time working in the business instead of working on the business.  Set aside some time, read this book and implement the principles in it, to increase your effectiveness.

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