DickJones

Are you meeting the expectations that your customers have with your small business, and the products and services you provide? How are you managing the expectations of your customers to ensure you can either meet or exceed their expectations? The best way to retain customers is to meet their…

DickJones

When your sales reps are calling prospects to try to schedule meetings, are they using the right talk tracks? Have your sales reps focused some time on improving what they say to a potential client to generate interest? Improving their talk tracks will definitely have a positive effect on ge…

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DickJones

As we head into a new year, most small business owners set high goals to grow their business. Hopefully, they have done meticulous planning to make 2019 a banner year. Execution of the plan is important to achieve the intended results, but second-guessing yourself after rolling out a plan fo…

DickJones

As a small business owner, are you managing your time to focus on the most important tasks and activities? Do you allocate enough time each day to ensure that major initiatives are moving forward according to your plans? Time management is key to successfully running a small business, and ma…

DickJones

When was the last time you updated your technology in your small business? Have you upgraded your computers, servers, printers, scanners and software recently? A lot of small businesses rely heavily on technology to run and grow their small business, but often times have issues because it’s …

DickJones

If you are trying to grow your small business, increasing sales, retaining current customers, and acquiring new clients is a top priority.  The “engine” behind all of this is your sales team because they are the ones who have to make this happen.  How are you holding your sales reps accounta…

DickJones

With the new year here, do you have plans to survey your customers? Getting feedback from your customers can help you to identify what you are doing well, and where you may need to make improvements. Surveying your customers can also help improve your relationships, providing an easy vehicle…

DickJones

Are you taking note of trends in your small business? Do you regularly monitor information that can help you make better decisions? Tracking and paying attention to trends will help you to better run your small business.

DickJones

Have you taken some time to consider what you do best in running your small business? How about things that you know aren’t your strengths? Small business owners have to manage a lot of different things when running their small business, and with so many things to do, you can’t always do the…

DickJones

Do your plans for next year involve recruiting and hiring new sales professionals to help you grow sales in your small business? Do you have a defined process to identify the best candidates and ensure you are getting the talent you want? Growing your sales team is often required to grow sal…

DickJones

Do you keep track of all of the business you win? How about the business you don’t win? When you win or lose business, do you take some time to determine why you had the outcome you did? Tracking your win rates and understanding why you won business or why you lost business will help you in …

DickJones

Have you started planning your activities for next year? Are you scheduling time to develop your business plan so that you can hit the ground running come January? Allocating the time to develop your plans for the upcoming year in advance will allow you to get a jump-start when the new year …

Are your customers happy with the products you sell or the services you provide? Do you reach out to your customers on a regular basis to find out how satisfied they are? While it goes without saying, a satisfied customer will buy more than one who is not. Knowing how satisfied your customer…

Now that the new school year has started, have you noticed that your office supplies are being depleted? When you receive your gasoline bill from your sales team filling their cars, are you wondering why your cars are only getting 4 miles per gallon? Are you short of cash in your register on…

DickJones

Are you providing your employees ongoing training? Is this training focused on improving their skills and abilities to help you grow your small business? Many small businesses often ignore one of the most important assets, their employees and their skills. Ongoing training can make a big dif…

DickJones

We’ve all heard that it’s not what you know, but who you know. Understanding how to successfully run a small business is important, but continually expanding your network of contacts and connections can dramatically improve your results.

As a small business owner, are you generating awareness of your products and services through your marketing efforts? When you meet with potential customers, are you creating interest in what you are selling? Generating awareness and interest during the sales process is very important, but i…

Every small business owner should know that managing working capital is essential to successfully running the day-to-day operations of their business. What are you doing to manage working capital in your small business? There are many options that you can choose from to manage the money you …

Do you have to sell something each time you make revenue? Does your small business have the opportunity to sell something once, and make revenue from the sale over and over again? Creating a recurring revenue model as part of your small business can help reduce your costs and provide a more …

In order to maximize the efficiency and effectiveness of your employees, are they following processes to get their jobs done? 

DickJones

A key success factor for small business owners is knowing when they need help. Do you reach out internally and externally to others when you think you need help? 

DickJones

Is your small business taking advantage of technology to make your employees and your operations more efficient and effective? Are you still using old technology because you haven’t had the time or inclination of upgrading? Many small business owners ignore new technology, and subsequently a…

DickJones

Are you always looking for ways to secure new business? Do your plans include strategies and tactics to open up new markets and attract more customers? While repeat business from current customers is important, getting new business is critical to staying in business long-term.

DickJones

Are you looking for new ways to grow revenue in your small business? Have you developed strategies to attract new customers or get repeat business from current clients? Do your plans for the future include adding new products or services? While there are an infinite number of strategies and …

DickJones

Are you spending most of your marketing budget on “high tech” channels like social media, email marketing and a website? What about traditional channels like print media, radio, television or even billboards? While the growth of digital marketing has grown enormously over the past 15 years, …

DickJones

Are you focused on building long-term relationships with your customers? Do you think strategically about how your relationship with your customers today will help you tomorrow? Most sales professionals in small businesses are held accountable for short-term goals, such as a sales quota or t…

DickJones

While running your small business, are you maintaining a positive attitude? Do you look at the glass as “half full” or “half empty?” Do you let negative things that happen impact your overall attitude? While running your small business, a positive attitude trumps everything.

DickJones

Are you finding that you don’t have enough time to get things done while running your small business? Don’t worry; you are not alone in this regard. We can’t create additional time in each day, but we can manage how we use the precious time we have. Allocating the appropriate amount of time …

DickJones

With the year halfway done, are you considering making adjustments to your business plan? Have you had some disappointments from some of the key initiatives you started in the beginning of the year? Making adjustments to your business plan can help you improve results, take advantage of thin…

DickJones

Are you managing risks in your small business? Have you done a thorough assessment of the potential risks your small business has? Do you have a risk management process in place to help you mitigate your risks? Small business owners typically do not understand or protect their business from …

DickJones

How confident are you in building your sales pipeline? Are you continually evaluating the number of new leads, qualified opportunities, and forecasted sales each month? Do you utilize the metrics associated with your sales pipeline to make adjustments in your sales team’s activities and focu…

DickJones

As a small business owner, do you make it a regular habit to listen to your employees? Are your employees encouraged to speak out if they believe their opinion is worth sharing? Some of the best ideas in small businesses come from employees who are actively involved in the day-to-day operations.

Are you continually making excuses for not getting things done? Are you using excuses like “I’m too busy,” “I’m too tired,” “I’m not sure if this is the right thing to do,” or “It’s not the right time to do this.” The number one thing that will get in the way of reaching your goals and objec…

DickJones

With all of the recent data breaches, are you worried that your small business will get hacked? Have you implemented security measures to protect your digital assets, such as customer or financial information? There is little doubt that small businesses face a growing threat to cyber attacks…

DickJones

Do you spend a lot of time checking your smartphone? Does this continual behavior have an impact on your productivity? While a smartphone provides you instant access to email, text messages, social media and other information, managing the time you spend on your smartphone can help improve p…

DickJones

Do you have a lot of daily and weekly activities you need to get done to run your small business? What about your personal to-do list? Are there tasks that are slipping through the cracks because you don’t have time to do them? If you’re running a small business, you probably have more to do…

DickJones

Do you use a sales process in your small business? Have you aligned your sales resources to each step in the process? Are you using technology to enable your sales process to be more efficient? Creating a process map will help you to maximize both the effectiveness and efficiency of your sal…

DickJones

What sales strategies are you using to win new business? Are your strategies successful in beating your competition? Is your sales team equipped with a portfolio of strategies they can use? Using the right sales strategy can help improve your win rates and allow you to close more business.

DickJones

Are you putting your integrity first in running your small business?

DickJones

Are you managing your accounts payables in an optimal way? Do you take advantage of discounts through the terms you are offered? Have you implemented an accounting system to help you streamline the accounts payables process? Having an efficient and effective accounts payables process will he…

DickJones

Are you coming up with new ideas to grow your small business? Have you introduced new products or services to your customers recently? Is your competition beating you to the marketplace with their offerings? Developing new strategies, products, services and markets is a tough process, but if…

DickJones

Are you paying your employees based on the contributions they are making to help you grow your small business? Is one of your employees who goes the extra mile for your business getting paid the same as everyone else? With the ever changing landscape of the millennial generation starting to …

DickJones

How much time are you spending coaching your sales team? Has your coaching been effective in helping them generate more business? Are you facilitating this process by telling your sales professionals what to do, and also showing and demonstrating how to do it? As a small business owner, coac…

DickJones

As a small business owner, are you paying as much attention to your health as you are to your bottom line? Are you getting enough sleep, eating well and exercising on a regular basis? Owning and growing a small business is very time consuming, and often times a small business owner sacrifice…

DickJones

As a small business owner, are you putting your customers first in everything you do? Do you respond quickly to customer complaints or inquiries? What about your employees? Are your employees focused on customer service and providing a great experience for your customers? Putting your custom…

DickJones

Do you have a big opportunity you are working on? Is this occupying most of your time? Are you having trouble getting other things done because you are so focused on this one opportunity? While big opportunities represent big rewards, putting all your eggs in one basket is not a good idea.

DickJones

Are you taking the time each week to prioritize your sales pipeline? Are you evaluating opportunities using quantitative data to make decisions on where you are going to focus your time? Is your sales pipeline full of old opportunities that don’t seem to be panning out? Prioritizing your sal…

DickJones

Do your customers trust you? Have you established credibility with them by demonstrating you can add value to their business? What about your employees? Do they believe you will keep your promises and follow-up on things you’ve said you’ll do? While there are many attributes associated with …