Get your team into a daily rhythm
What is a Daily Huddle (and Why is it Important?)
Do your teams have a daily rhythm? Or are they so lost in the busy-ness of work that they have no time to talk? Of all the meetings that I suggest to clients, the most controversial is always the daily huddle (or scrum or standup). They tell me it’s going to disrupt the flow of the day. People will be off-site or with a customer. There are a hundred reasons why it won’t work.
I say to them, ‘Trust me – this small change will make a monumental difference to your business.’ And it does. Every time. Committing to this single act will give your business the momentum it needs for scaling up.
The Issue of Sales with Justin Roff-Marsh
“If your business isn’t growing without sales, it may not be a sales problem, it may be a design problem with your product or a problem with your delivery.”
Are you struggling to make sales? In today’s episode, we’re chatting with Justin Roff-Marsh, sales contrarian, CEO and founder of Ballistix, an LA-based international management consultancy specialising in Sales Process Engineering.
Justin will be in the UK, speaking with us, on 27th January, and to whet your appetite, he’s back on the podcast. In this episode, he’s talking about lifetime value and customer acquisition cost, LTV to CAC; about how you re-engineer that into the number of salespeople you need, and how you then measure the success of that sales team so that you can make sure that it works, and then scale the hell out of it.
Justin also shares his thoughts on managers versus supervisors and the importance of supervisors, and the mindset that CEOs and businesses might have around incrementalism versus aggressive business growth. Finally, Justin expands on his view that companies shouldn’t use revenue as a performance indicator.
This is a fascinating conversation, there’s so much great content, we hope you enjoy it as much as we did.
Learn the ins and outs of successful online businesses with real, verified numbers. Listen to online business entrepreneurs share the secrets to their businesses, which are real assets that people want to buy. This show will help you gain the knowledge and inspiration to improve your online portfolio, whether you want to buy a business or improve your current business. Your host Jake Davis asks the important questions and shares stories from real life success stories and online entrepreneurs every week.
A persistent narrative has grown up over the years about why so many change efforts fail — or at least why they are harder than they need to be. It goes like this: A heroic leader is trying valiantly to change the organization, but he’s meeting with resistance. It comes from the layer of “permafrost” — aka long-serving middle managers. These managers are vital to the success of the change effort because they have to translate the new strategy into work streams and projects. But they’re not working fast enough or getting enough done.
The year 2020 has been one of losses—around the world, and in the United States in particular. More than 46,000 Black Americans have died from COVID-19—twice as many, proportionally, as white Americans. This year also saw the murders of George Floyd, Breonna Taylor, and many other Black Americans. The events of this year are emblematic of long-standing inequities and are rooted in a long history of systemic discrimination. The typical Black American family has eight times less wealth than a white American family. The racial wealth gap has profound consequences, for families and the US economy, which misses out on between $1 trillion and $1.5 trillion in GDP output each year.
The stress of the Covid-19 pandemic has created a volatile situation inside many homes, damaging even strong partnerships, ending others, and overwhelming family attorneys in some areas with divorce inquiries. Balancing the demands of working from home with added domestic responsibilities such as cooking, cleaning, childcare, and homeschooling is increasing the strain on couples, and researchers around the globe have found that pandemic life has exacerbated the existing domestic labor gender gap, with women reporting being far more dissatisfied with the division of time between paid and unpaid work than men.
A recent study showed that when doctors tell heart patients they will die if they don’t change their habits, only one in seven will be able to follow through successfully. Desire and motivation aren’t enough: even when it’s literally a matter of life or death, the ability to change remains maddeningly elusive. Given that the status quo is so potent, how can we change ourselves and our organizations? In Immunity to Change, authors Robert Kegan and Lisa Lahey show how our individual beliefs–along with the collective mind-sets in our organizations–combine to create a natural but powerful immunity to change. By revealing how this mechanism holds us back, Kegan and Lahey give us the keys to unlock our potential and finally move forward. And by pinpointing and uprooting our own immunities to change, we can bring our organizations forward with us.
Emerging from a collection of city states 150 years ago, no other country has had as turbulent a history as Germany or enjoyed so much prosperity in such a short time frame. Today, as much of the world succumbs to authoritarianism and democracy is undermined from its heart, Germany stands as a bulwark for decency and stability. Mixing personal journey and anecdote with compelling empirical evidence, this is a critical and entertaining exploration of the country many in the West still love to hate. Raising important questions for our post-Brexit landscape, Kampfner asks why, despite its faults, Germany has become a model for others to emulate, while Britain fails to tackle contemporary challenges. Part memoir, part history, part travelogue, Why the Germans Do It Better is a rich and witty portrait of an eternally fascinating country.
MEANINGFUL ACTION FOR MONDAY
Prepare for your annual planning
Here’s some great pre-work to inform your annual planning. Get your whole organisation together for a ‘Stop/Start/Continue exercise. An honest post-mortem on 2020. What’s the one thing that would make life better for your customers? What should you stop? And then implement a ‘stupidrules@’ email address for staff to feedback on the everyday annoyances that make life harder. Get them to tell you what they think is retarded. Keep it going with a staff suggestion scheme that collects the positive things and then gather all this information together to work out what you need to fix. This will give you a fresh start in 2021.
A special workshop presented by Justin Roff-Marsh (author of The Machine) and hosted by Dominic Monkhouse at Foundry Farm near Salisbury. Join 21 of your peers (owners and senior executives from mid-sized businesses) and design a simple (but detailed) plan to expedite the growth of your organization.
When the going gets tough, attitude trumps everything. Don’t let COVID-19 beat you into the ground and take your business. Treat this pandemic as an accelerator. The “one thing” you’ve been looking for to pivot, re-evaluate or simply get shit done. Join us on our farm in Wiltshire to walk through our Scaling Up growth programme.
An exclusive annual gathering of high-growth tech CEOs. This powerful three-day summit will transform how you define success and deliver growth in 2021 and beyond.
Quote of the week
“Good teams become great ones when the members trust each other enough to surrender the ‘me’ for the ‘we’”Phil Jackson
Dominic offers business coaching and management development, strategy planning and organisational change, using tried and tested methods to launch your organisation onto an unparalleled growth trajectory. His programme is a function of his broad experience, his deep expertise and a proven process used by over 2,700 firms worldwide.