ROUTINE = SUCCESS
by Joe Bonura, CSP
The Bricks of Life
Tell me your daily routine, and I can predict your success or failure
in business and in life. Your life is the sum total of the daily
actions that you take, and the actions you take each day add up
to your daily routine. Each action is like a brick added to the
facade of your life.
Are You Loaded And Ready?
Recently, I had the privilege of riding with one of my client's
service providers, Scott LeBlanc, a route sales person for the John
Conti Coffee Company. Scott's routine begins early each morning
when he double-checks the inventory on his truck. He loads the truck
the night before, and if anything is missing or if new orders have
come in during the night, he can add those items to his day's delivery
and be on his way.
The Big Five
Do you plan each day's activities the night before as part of your
routine so that you can proceed as soon as you arrive at the office?
Each evening, list the five most important things that you have
to do the next day. When you arrive at the office in the morning,
begin working on number one on your list.
While most workers are hitting their alarms for the second or third
time, Scott is already on his way making deliveries to his valued
customers. No one wants to be out of coffee at 8:00 AM. On the first
stop, Scott checks the inventory to assure that the customer is
stocked until his next visit.
Take a Mental Inventory
Do you look beyond the present and plan for future needs, or do
you wait until you run out of something before you take action?
When was the last time you looked at your inventory of things that
need to be accomplished and stocked up in advance so that you would
be equipped to take action? As the boy scouts say, "Be Prepared."
Start a New Pot
After checking inventory, Scott immediately cleans the coffee dispensers
and makes a new pot of coffee, if needed. It takes about five minutes
of maintenance to keep the dispensers in good order and prevents
future equipment breakdowns.
Repair Your Career
Do you keep your files in order so that you can access them immediately
when needed? Do you maintain your car on a regular basis so that
it is there for you to make sales calls and not in the shop being
repaired? Years ago, when I was new to sales and my car needed repairs,
I spent the morning at the auto shop waiting for them to fix it.
When I arrived at the office, my sales manager suggested that I
could have left the car and taken a cab into work because I could
have been making sales calls during that time. I learned from that
reprimand to not waste time and possibly miss out on valuable sales
Know Your Client
As soon as Scott finished servicing the equipment, he went to the
truck to load enough merchandise to fill in the inventory gap. He
then had the customer check the merchandise and accept the new order.
Because his customer trusted his judgment, he did not have to return
anything to the truck.
Trust and Confidence
Do you constantly have to resell clients on your product or service,
or do you have their trust and confidence? Trust and confidence
are earned by knowing your customer's needs and demonstrating that
knowledge by your good performance.
It Is a Numbers Game
By noon, we had made eleven stops and completed eleven orders.
We had lunch at one of his customer's restaurants along with his
sales manager Danny Roos. While visiting the kitchen, Danny noticed
that the client was using dry sugar to sweeten the ice tea. He suggested
using a liquid sweetener product that is pre-mixed and prepackaged,
giving the ice tea a consistent product and better taste, and saving
almost 50% of his sugar cost.
Do you look for opportunities to cross-suggest other products or
services that you offer? It is not only good for the customer, but
it is also good business for you.
Efficiency Is the Key
At the end of the day, Scott had made all his planned deliveries,
even allowing some time to take care of unexpected delays. Scott
reminded me of how important efficiency is in any profession.
Do Not Skip Your Way into Failure
Do you skip steps during your work day? If Scott skips a customer,
he may lose that customer. Do not short-circuit your success by
taking shortcuts. Imagine that your truck is loaded with things
that need to be done each day. Load the inventory each night before
you go home (your to-do list). Get up early and get to work on your
first call, letting momentum work for you. Complete every task before
you go home, and then plan for tomorrow. Your daily routine
will drive your career to a new level.
© 2012 Joe Bonura & Associates, Inc.