You Don’t Own Success,
You Just Rent It
As the owner or manager of a litigation support business, have
you ever noticed how many times you’ve asked yourself the following
two questions:
- How much did we sell today?
- Will production be okay tonight?
There is an expression I’ve heard for most of my adult life that
says, “you don’t own success, you just rent it…and the rent is due
everyday.” In the business of “litigation support”, you make your
living in a sector of the marketplace that is transactional, as
opposed to long-term contracts. It is then inevitable that, “today
gets compared to yesterday, this week to last week, and this month
to last month, etc.” The daily urgency to generate revenue never
goes away. There is an “ever present” realization that your best
clients could, under certain circumstances, be gone tomorrow…and
the need to replace the lost business would become an urgent priority.
When the revenue is not where it needs to be, it is nearly impossible
to keep from thinking to yourself, “they are not out there selling!”
As that fear takes hold, an effort follows to:
- Get closer to what’s going on in the field
- Hold more focus meetings
- Schedule unannounced field rides
- Tighten up on the account managers with more “one-on-one’s”
It would be enough if you only had your own business to worry about,
but in reality, don’t you also find yourself wondering:
- How is the competition doing?
- Are their numbers off, also?
- Is it just us?
- Are we better off, or worse off, than the guys down the street?
The bad news is…the main way this business keeps changing
is that it is getting more competitive. It is not going to get any
easier…the challenge is to just get better at it.
The good news is…we can help. You will soon turn the calendar
to a new year. Let us help you take your sales force to a whole
new level in the coming year…that includes new hires, as well as
experienced account managers that need to take it to another level.
The average “November sales” for individuals in our December class
was 96K. In each case, the account managers were sent here to go
through our training because of a manager’s belief that they could
achieve even greater levels of success with additional training.
The schedule of training classes for the first quarter is enclosed.
Already, the January class is almost filled. Let us hear from you
to schedule one or more of your account managers for one of the
upcoming classes. |
