Money is the Result.

So many people are focused on making money in their companies and in their careers that I thought it was important to write about how they can do this. The fundamental problem most people have is that they don't recognize that more cash, bonuses, sales, commissions and salary are results. They are an output and not an input. Therefore, by just focusing on the result of things (I need some more money personally, we want more sales this quarter) we are missing the critical focus - the inputs that create money for us.


In your job you should know exactly why you get paid what you do. What is expected of you in order to earn your salary? My experience is many people aren't quite sure. Well, you need to know in order to be able to increase your inputs to get more output (money). Talk to your boss and your co-workers, AND your clients and see what generated results for them. Then you have a sense of what you need to produce more of in order to get more money. A raise doesn't show up without more effort and results. You don't get a bonus at the start of the quarter, it's at the end when your results can be measured. So start today in knowing what you need to do to serve more people and to create more results worthy of more cash.


As a business owner or manager, how can your organization serve more clients and better serve the clients you have? So often companies think that clients deal with them because of their base product or service. Well, your clients can get your product or service from probably 50 different suppliers (or at least 5). So why are they dealing with you? You need to know in order to create more value. As you create more value for clients you create more buzz, strengthen your reputation, advance your product offering and generate more results for clients. It is a cycle. So figure out fast what you offer. Then set some new goals based on how many people and companies you will help this quarter. That is the input you control and revenue is the result.

Sales Tip: Forget "Closing"

The idea of "closing" a sale has both a positive and negative meaning for most people in sales. First, nothing feels as good as closing a sale and gaining a new client, being able to work with a new organization and, of course, collecting a commission! On the other hand, closing is also that build up of pressure, anxiety and the moment everything has been building to!

What if we told you that closing doesn't work? Most successful sales people know that getting the contract/agreement or go-ahead is only a small step in the process. When you LEAD a prospect through a good selling process, they will follow you easily through the step of going ahead, getting the nod and moving forward. Step to the decision and let them know what the steps after that will be.

If you guide them through each step, most prospects follow and your sales increase.

Learning is the "How"

Everyone wants to make more money in their work and know that they are secure. As a business owner they want to keep growing and improve their business. So how does knowledge tie into that? People’s careers and owner’s business stop improving when they stop learning. We have heard that before. So what type of learning is key? Any learning. The only way for a career or a company to grow is through new ideas and new knowledge applied.

You want a new raise, new sales goals or even just to hang on to your job – then get learning. Continuing to add value to your clients, your co-workers and your industry is how you grow. So you need new ideas and ways to offer new value. It all comes from reading a book, listening to an audio tape, reading a periodical, checking out online resources. It is more about what you can bring to the table with your mind than it is your hands for most of us. If you never show up with a new idea or engage in a new strategy/tactic in your career or business, how do you expect to continue to add value? Not sure what to learn. Ask your boss, ask your clients.

Fresh businesses and fresh people are always learning and applying in their work.