Official Canadian Pharmacy. Cialis Spezzare Pastiglia

reflect
Dan McGraw Consulting, LLC
THINK ~ FOCUS ~ MOVE
Building Teams That Execute For Results
Bottom Line
TEN MOST WANTED
Racing Team
WinWinWinWinWinWinWinWin
for the racing team
for your team
What’s the Goal?
LEADER
Think
WHERE ARE WE GOING?
,
S
R
E
TT
A
M
O
D
Y
E
A
H
D
T
N
T
A
A
N
H
O
W
I
S
I
W
V
O
N
A
Mission
K
S
A
O
.
H
T
S
S
N
T
E
N
O
R
I
A
G
T
W
O
A
R
Z
E
I
P
L
N
P
G
A
O
N
G
I
R
PE
K
O
A
E
M
H
E
T
R
’
T
E
A
W
H
D
T
N
Values
A
E
S
O
P
R
PU
Vision
VISION
What will we be someday?
.
r
e
d
a
e
l
e
h
t
s
d
a
• locations
r
e
l
u
o
n
y
o
i
s
h
i
t
i
v
w
e
t
h
i
t• size and metrics
e
r
a
h
s
t
s
u
m
u
.
s
o
r
y
e
d
a
le
• accomplishments
• members
• employees
• offerings
• earnings
Strategic Planning
Vision
Us
Now
Strategy
Us
Vision
not strategic
Us
Now
Strategy
not strategic
OUR STRATEGY
we’ll have specific goals in each department
we’ll differentiate ourselves from the competition by
excelling at:
customer service
GGX and PT
we’ll develop loyal members and life-long fans
STRATEGY: HOW AND WHY
Develop Loyal
Members
Ease of
Joining
Cancel
Join
Friendly
Staff
Share
VMV
Member
Video
Cancel Workshop Newsletter
Individual
Results
Awards
Rec
Goals/
Progress
Community
Involvement
Clean/Healthy
Gym
Low
income
gyms
Training
Loyalty
Award
Points
OUR STRATEGY
“a place about fitness”
Strong Sales Growth
Incredible Service
A great place to work
TIME
Think
ANDY WARHOL
They say that time changes things, but you
actually have to change them yourself.
Urgent vs. Important
I
m
p
o
r
t
Mid-Mgr a
n
t
2
Senior
85%
30%
Strategic
5%
15%
15%
Fire Fighting
5%
Waste of Time
1st Line
4
Urgent
One activity to do more of:
One activity to do less of:
80%
55%
Critical
10%
1
3
LEADER
• Think
STRATEGICALLY
LEADER / TEAM
Focus
TEAM
TEAM
TEAM
TEAMWORK
team members setting aside their own
individual priorities for those of the team
HOW LEADERS BUILD
TEAMWORK
•Proactive leadership
•Provide structure and discipline
•Get people working together
•Create accountability
•Show you care - make it personal
•Succession planning
•Outside comfort zone
•Right people, right spots
•Inspiring and motivating
•Effective delegation
•Ask for excellence
•Adversity-Focus on the goal
GET PEOPLE WORKING TOGETHER
1. Require collaboration on business goals
2. Create a good organization chart, with working teams
clearly defined
3. Insure all working teams have effective meeting systems
4. Agree and post ground rules for meetings
5. Appoint ad hoc task forces to address major issues
6. Handle the dominators & insure quieter voices are heard
7. Delegate to individuals in team meetings. Get
commitments of assistance
Best Practices
DELEGATE EFFECTIVELY
1. Pick the right person
2. Clarify the goal – then manage the goal, not the
action steps
3. Be crystal clear on levels of authority
4. Establish guidelines and boundaries
5. Set checkpoints as a control mechanism
6. Define why and when the delegatee is to “circle
back” in between checkpoints
7. Use delegation as a coaching opportunity
8. Insure resources are adequate
9. Accept responsibility for failure
Best Practices
THE COMMON DOMINATOR
TRUST
The best way to find out if you can trust somebody is to trust them.
Ernest Hemingway
Hallmarks of
TEAMWORK
team members setting aside their own individual priorities for those of the team
S&M
LDR
Sales & Marketing
YOUR TEAMS
PT
Operations & Maintenance
Group Exercise
Personal Training
Leadership
O&M
GGX
SALES &
MARKETING
• Purpose
SALES &
MARKETING
Purpose: close more membership and program
presentations to creating new members
Goal
Who/Vital Role: Sales Manager/training and coaching sales
team; Fitness Consultants/making
Measures: number of presentations, close rate, number of
appointments, POS PT
PROFIT DEFINED FOR SALES
Self Generated Appts for Given Profit
Goal
Rev
NMS
NM Units
NM walk-ins
net members needed
Pres
Appts needed
Appts monthly
Appts each FC
$500,000 EBITDA %
$2,500,000 Gross Rev
$375,000 Member Cash %
2,206 New Members
882
1,324
2,036 Presentations
2,828 Appts
236 Appts per month
39 Appts/month/sales
inputs
20.0%
15.0%
$170 avg sales
40.0% from walk-ins
65.0% close rate
72.0% show up
6 sales staff
OPERATIONS &
MAINTENANCE
• Purpose
OPERATIONS &
MAINTENANCE
Purpose: Ensure a great experience for member s and
employees thru facilities and equipment.
Goal:
Who/Vital Role: Dir. Opns/___, Opns Mgrs/____, Front Desk
Super/___, Maintenance Mgr/___.
Measures:
GROUP
EXERCISE
Purpose
GROUP
EXERCISE
Purpose:
Goal:
Who/Vital Role:
Measures: Member visits, GGX participation %,
Program Revenue
PERSONAL
TRAINING
Purpose
PERSONAL
TRAINING
Purpose:
Goal:
Achieve $2.21M PT Revenue for 2011
Who/Vital Role:
Measures:
LEADERSHIP
Purpose
Ensure members and team on
message with Vision, Mission and
Values. Strategy is effective and
profit objectives are met.
LEADERSHIP
Purpose: Ensure members ...
Goal: $ 5M Revenue with 18% EBITDA for
Fiscal year 2011-2012
Who/Vital Role:
Measures:
LEADER/TEAM
• Think
STRATEGICALLY
• Focus
SHARPLY
LEADER/TEAM/INDIVIDUAL
Move
FOCUSt™
KIS
S
results
AS
debate
GA
Ke
y
commitment
ps
Ste
In d
ica
tor
accountability
n
tio
Ac
Sp
rea
dsh
ee
t-
d
an
als
E
n
o
i
t
u
c
e
x
Go
Future
Organize
Control
Unified
Selective
team
trust
Team Coaching
Teamwork
FOCUSt™
ps
Ste
KIS
S
Ke
y
AS
GA
In d
ica
tor
n
tio
Ac
Sp
rea
dsh
ee
t-
d
an
als
Go
Collaborative
Execution
Team Coaching
EXECUTION KEY
“i will”
UNTABILITY
ACCO
FOCUSt™ Su
mmary
FOCUSt™
- Team Driv
en Executio
n and Acco
1. Organiz
untabilit
e
S8
y
2. Meet reg
ularly
3. Advance
agen
4. Perform
ance v
5. Team m
emb
Agenda
da
s. Plan
ers report re
6. Celebra
te wins
KISS
sults
7. Correct
mis
GAAS
ses
8. Goal ow
ner an
d team agre
e on correc
tion for miss
ed goals
ing for prob
lems and m
isses
10. Set goa
ls for next p
eriod on GA
AS form
11. Optiona
l items: Sta
te of Affairs
, Recognitio
“GIT-R-DO
NE”
n, Cost Sav
ings
9. Team C
oach
Team Coachin
g
Review Key Indicators
Report Last Meeting Results
Commit Next Period Goals
- Larry the C
able Guy
New
Member
Sales
Net
Monthly Units
Morale Index
Monthly
Dues
#
Presentations
EBITDA %
EBITDA
Units Sold
Program
Revenue
Closing %
PT
Revenue
Occupancy Rate
Member Canx
Member Visits
Gross
Revenue
NPS
$
exp
per new
member
GGX Participation
Avg
Monthly
Check-ins
Net
Monthly Units
Member Survey
LDR
EBITDA %
Closing %
Gross
Revenue
Member Visits
S&M
Member Canx
$
exp
per new
member
O&M
Occupancy Rate
#
Presentations
Monthly
Dues
Morale Index
EBITDA
NPS
Monthly
Dues
New
Member
Sales
Units Sold
EBITDA
Member Canx
Avg
Monthly
Check-ins
YOUR TEAMS
Gross
Revenue
GGX
Member Visits
GGX Participation
PT
Revenue
PT
Member Canx
Program
Revenue
Morale Index
POS
PT
Revenue
Member Visits
PRACTICE
results
execution
accountabilty
key indicators
™
goalmeisters
“leadership is a muscle”
PRACTICE
LEAD
• Think
STRATEGICALLY
• Focus
SHARPLY
• Move
QUICKLY
TEN MOST WANTED
____ Your Vision
____ Sharply
____ Strategically
____ Accountable
____ Profit for All
____ Quickly
____ A Team Member
____ Progress
____ Execution Teams
____ Accordingly
TEN MOST WANTED
_ Share__ Your Vision
__Focus__ Sharply
_ Think__ Strategically
__Be__ Accountable
_ Define__ Profit for All
__Move__ Quickly
_ Be__ A Team Member
__Measure__ Progress
™ Teams
T
S
_ Set _ Execution
U
FOC
__Act__ Accordingly
THINK ~ FOCUS ~ MOVE
Building Teams That Execute For Results
Bottom Line
THINK ~ FOCUS ~ MOVE
[email protected]
www.danmcgraw.com
206.790.1123
Dan McGraw Consulting, LLC
Building Teams That Execute For Results
Bottom Line