* Executive coaching. How sharp are the management skills that you use to lead your business?

* Behavioral & Attitude Assessments as used in the candidate evaluation/performance review process.

* Customer satisfaction surveys. Show them you care.

* Employee morale surveys. Slow down wasteful employee turnover.

* Executive search projects.

* Career planning assessment for students. 70% of us are in careers we would no longer choose!

* Salary Surveys. Are you paying both fair AND competitive?

* Sales force sales skill testing. Does he have (& are you paying for?) the knowledge of a professional salesperson?

* People buy from people they 'like', but what do they 'like'? D.I.S.C. based customer blending training for sales professionals.

* Sales Training Seminar. 50 sales closes. Close more often, make more profit.

* Employee Handbook template. (All provinces except Quebec). Lawyer reviewed. 70 subject headings.

* Company Manual. 225 Ontario lawyer reviewed topic templates to ensure organizational clarity in your business.


Sunday, December 15, 2013

Find out what your employees
 think of their work environment ….
(Show them you care….)

1.      I know what is expected of me at work.

2.      I have the equipment and materials to do my work right.

3.      At work, I have the opportunity to do what I do best every day.

4.      In the last seven days, I have received recognition or praise for good work.

5.      My supervisor, or  someone else at  work, seems to care about me as a person.


6.      There is someone at work who encourages my development.

7.      At work, my opinions seem to count.


8.      My company’s mission/purpose makes me feel like my work is important.


9.      My coworkers are committed to doing quality work.

10.  I have a close, strong friendship (am “best friends”) with someone at work.

11.  I have talked with someone about my career progress, in the past 6 months.

12. I have had opportunities to learn and grow at work.
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Working with you.    

Chris Wilkinson                       
         Certified Business Behaviour & Attitudes Analyst.
Business Coach.
Tel: (905) 275-2907 (Mississauga).
E-mail: buspilot@bell.net

Sunday, December 8, 2013



Example of a selling system.

Bought a car recently?........Recognise the selling system (below)?


           Do you have a SYSTEM for your sales effort? If not,  why not? Your system should be documented and updated by the sales manager, as new, more effective strategies are evolved. More.....when you have new sales people join you, you can pass along the "baton" of (sales) knowledge, rather than expecting the new recruit to teach himself from scratch. Save expensive training time & sell more, faster.
  • Greeting and qualification--the salesperson will welcome you to the dealership and begin the process of qualifying your intentions, budget, and ability to purchase.
  • Product presentation--generally takes place on the showroom floor. The salesperson will give you a "walkaround" presentation of the model in which you are interested.
  • Demonstration drive--the salesperson will always attempt to accompany you. They will continue to sell the features and benefits of their car.
  • Service walk--you will get an opportunity to see the service department while the salesperson extols its virtues.
  • Refreshment--the salesperson will offer you a cup of coffee, usually from a vending machine. Why? Because the action of buying you a cup of coffee will "obligate" you to them, and a hot cup of coffee is best placed on the desk in a...
  • Closing booth or desk (do you see the flow here?) It is here that the salesperson will generate a "worksheet" where the prices can be negotiated. After the worksheet is filled out, the salesperson may leave you "to check to see if the car is available." What they are really doing is touching base with the manager to fill him or her in on what has transpired with you thus far.
  • Negotiations--the dealership will almost always begin negotiations at full list for their car and a minimal amount for your trade.
  • Counteroffers--the goal here is to wear you down with small counteroffers.
  • T.O.--The "turn-over"--if the salesperson is not able to "close" you, a sales manager will arrive to continue negotiation.
DOCUMENT and enshrine your selling system in to your sales manual, so that it is there for all to see and understand, especially new sales recruits.


Sincerely,  
Chris Wilkinson.

Certified Business Behaviour & Attitudes Analyst.
Business Coach.
Tel: (905) 275-2907 (Mississauga---Canada).
E-mail: buspilot@bell.net

Sunday, December 1, 2013


Controlling absenteeism has become a big
concern for companies all over the globe today. Its causes are many but corrective measures can be implemented.

What is absenteeism and can it be measured?

Absenteeism is traditionally defined as a specific employee’s unavailability for work, when work is actually available for this specific employee. Absenteeism can fall under 3 broad categories: legal (such as public holidays), authorized (such as approved holidays) and unauthorized (also referred to as casual absence). Unauthorized absence is what most organizations strive to avoid and keep to a minimum.
“Absence measurement” is essential in order for management to compare between individual absences and departmental absences. Measuring absence is critical to identify the different patterns of employee absence and target the variables affecting it.
There are various ways to measure absenteeism, the most commonly used are the “lost time rate” formula and the “individual frequency” formula.
Lost Time Rate= (Number of Working Days Lost /Total Number of Working Days)* 100
Individual Frequency= (Number of Absent Employees/Average Number of Employees)*100
Limitations do exist when trying to measure absenteeism, whether with data collection or data correctness; thus, managers should be alert to stay on top of such limitations and handle them with care and accuracy.

Why Does Absence Occur?

Work absenteeism occurs for many reasons. Its causes are mainly either personal or workplace related. The most common ones are the following:
A) Personal:
·                                 Age: Proven research shows that older employees tend to be absent less frequently than younger ones (as time stabilizes them in their jobs and the thrill of an unauthorized day off no longer tempts them.) However, once an older employee is actually absent - usually for sickness leaves - the period of absenteeism is usually longer than that of a younger employee.
·                                 Gender: Women tend to be absent more frequently than men usually, especially when they are responsible for the welfare of a family and have variables beyond their control to contend with.
·                                 Seniority: If an employee has been with a company for a long time, his/her absence level tends to become relatively lower. Fresh employees by contrast, are usually tempted to benefit from an “unauthorized” day off to relax and unwind.
·                                 Personal Attitude: Employees with solid work ethics value the contribution they make to their companies and rarely allow themselves to take unauthorized time off. On the other hand people with a poor work ethic don’t frequently carry the same amount of responsibility and do not feel obliged to show up to work every single day.
B) Workplace:
·                                 Job Stress: When a job is stressful, employees tend to take unauthorized casual days off in order to reduce their stress levels and get rid of tension.
·                                 Daily Job Routine: People with repetitive and monotonous jobs tend to take advantage of a casual absence to break free from their somewhat boring daily routine and engage in something more interesting for the day.
·                                 Job Satisfaction: This is interrelated to daily job routine. The more an employee is dissatisfied with his overall job functions, the more he absentees himself from work.

What you, as a company/manager, can DO about it:

·                                 Create a concise absence policy in order to bring down the employee absenteeism level. Make sure your statement is simple and straightforward before communicating it clearly across all organizational levels.
·                                 Communicate the costs of absenteeism appropriately to your department heads to make them aware of it being a serious issue that can not be tolerated unless there is a valid reason.
·                                 Measure absenteeism regularly, monitor closely, and treat all employees and management alike vis-à-vis absente eism.
·                                 Take into consideration that employees could sometimes need to be absent “casually”, but commit yourself to digging deeper into the reasons behind their casual absence.
·                                 Recognize regular and punctual attendance whenever possible and reward it occasionally.


Sincerely,  
Chris Wilkinson.

Certified Business Behaviour & Attitudes Analyst.
Business Coach.
Tel: (905) 275-2907 (Mississauga-CANADA).