In the Leader Bulletin Every Business Needs Clarity we discussed the importance of Clarity to your business.
If clarity is the mental strength for success, Focus is the physical strength. Focus is the force that enables the leader to sweep aside all the obstacles, problems, excuses and distractions. Focus demands the great leadership characteristics of discipline and courage. Focus requires the application of pressure. When pressure comes two different results can happen. People either focus or fold.
In the short term it can be extremely painful to reduce your business aims to the simplest denominator – a Vision – and then to focus upon that vision, but you’ve got to develop what is known as laser focus. This is an intense determination to achieve your vision.
Intense determination creates high morale. People feel better when you are really determined. Once you have a clear and simple vision, you develop focal points – this is where you link two factors, the date and the result. Focal points can improve your business provided you and your team are committed to them.
Commence carefully. Choose a series of levels. Make sure your date focal point is something you can achieve and something that you will stick with until you achieve it.
Leaders who regularly fail to make good profits each month have forgotten, or perhaps never learned, the importance of Focal Points.
Break Even Point
The first focal point each month should be to reach Break Even Point (BEP) by the 7th of each month – not the 8th, 9th, or any other day in the month: if you do what it takes to break even by the 7th of each month, you have three weeks to make a healthy profit.
Do you achieve this each month? If you don’t, you should review your management programs, paying special attention to your weekly sales meeting. Dynamic and interesting meetings, given by a determined and focused leader who knows how to communicate with clarity, BEP is as certain as sunrise.
All offices should be hooked on the concept of at least one great result per day. One of the best ways to do this is to achieve early results. Encourage the team to bring in the first results for the day before noon. Ask early,