Official Canadian Pharmacy. Cialis Spezzare Pastiglia
Transcript
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