What should be Expected in the Results?
The following are
excepts from operational audits to give a preview of results. Diagrams and flow
charts have not been included in this sampling.
Communicated Identity
“Communications are critical in
companies and begins with stated, well defined goals and objectives
that are based on a strong belief system and or philosophy that has
been adopted and sets the company apart from its competition. A
belief system is the most basic in the operations of a company and
becomes a gravitational center to the company.
ABC Company has not developed a
belief and philosophy of its own that is enhanced rather than
carried by ABC Corporate. The involvement of the parent
company is definitely a benefit but should not create a lack of
independent identity to the retail real estate business practice.
The persons interviewed have a strong identification to the name ABC
but cannot vocalize what it means in terms of a residential real
estate identity. The name, reputation, locations, and
company’s unique business become coattails ridden in the
marketplace."
Objectives
“Objectives for the company had been
communicated primarily in market share achievement and gross
retained revenue; however the numbers did not have a personalized
point of “buy in” for the staff members to adopt the goals as their
own. Objectives for the staff were not communicated in terms of
goals and achievements but rather minimum standards and industry
training credentials. In essence the rallying flag was difficult to
find as well as the “what’s in it for me.” Additionally most
strategies communicated had few tangible aspects.”
Recruiting
“The advertising program of the
company seriously neglects certain areas, the one of greatest need
being continuous recruiting. The ad campaign here is a bit
different than simply placing ads. It must involve positive PR with
calls to action, definitive value packaging and a consistently
delivered message that “ABC” is the place to work if you are serious
about your career. Selective and exclusive based affiliation only
work when there is a waiting list to choose from and such high
desirability that people are willing to seek the opportunity as well
as wait for a position if necessary. The current program needs to
additionally be reviewed for other business opportunities that may
be missed due to general rather than targeted focus.”
Cash Flow
“The owner having a very large heart
and few systems in place has allowed the receivables in terms of
billings and loans to place the company in cash flow jeopardy as
well as create potentially prejudiced relationships.”
Location
“The positioning of the company in
the center of town had been appropriate at the establishment of the
company, however, at this point in time; downtown revitalization
efforts have not only driven business and potential recruits away
through lack of parking or easy access but also increased the cost
of the facility and location greatly. A move is highly
recommended.”
Persons Restricting
Business
“The top person in the company has
determined that the best way to obtain what he wants is intimidation
of the staff and threats to leave. As this person has been in this
office for the last nine years and only works with business that
walks in due to the restricted subdivision access, there is the
appearance that he controls the business. In reality, he is highly
dependent on the traffic of the company and really has no other
options that will feed his business with less work. He has actually
set a style of business in which others follow his lead and no
business is being built other than through casual efforts.
Due to the unique nature of the
company and related community, the same and better results of
productivity with greater profitability could be obtained simply by
being here. The only way that the company will change, is to extend
the business and get the company to prospect for business.
Recruiting is a must."
Automation
“The concept of offering network
accessibility to the all and limited technical support is an
important milestone viewed as a leading position of the company in
the marketplace. However at this point, there are no standards in
place of limitation of options supported. This is a costly,
frustrating, and potentially vulnerable position. It is strongly
suggested that the company adopt a set of guidelines and preferred
automation options. The company should limit support offered to
interface with company standards.”
Compensation
“There is no motivation for the staff
to seek business year round in the community as they are able to
reach the top level of business during “the season” and then coast
throughout the rest of the year at the highest commission level for
what ever business comes their way. This leaves the company very
short on cash in the final quarter seeking 90 day funds and creating
a costly method of doing business. It is suggested that a rolling
quarter system be implemented. Even at the current percentages on
the annualized basis, the company will suffer far less impact and
promote year round business efforts to maintain the level of
commission desired.”
Full Office
“The sales team has become quite
vocal that they feel the owner is bringing in too many sales people
and diluting their opportunities. They have asked for a moratorium
on recruiting. It is suggested that the owner adopt a system in
which the two lowest producing sales people in the company may be
replaced if a better sales person is available. As the company is
indeed desirable, a waiting list for positions may be created.
Knowing that a sales person is waiting to take their place will be a
motivator. To create growth the owner may …”
Training
“The company currently is dependent
on the association for training offered and mentoring by staff.
This is not a formal program and there are no benchmarks for
training achievement or readiness to produce. If a full training
program cannot be implemented at this time it is suggested that
career development tracks with training and production achievement
required to move to additional levels…” |
