In search of results, incorporating dashboards to measure and visualize key areas, evaluating situations and making quick and effective decisions is essential.
It is common to find businessmen and entrepreneurs who, faced with the specific question of "what is your sales objective?”, the answer is “sell as much as possible”.
And to this type of response, in my mind I imagine a marathon runner starting from the starting point, but without having a concrete point of arrival, trying to run "as fast as possible".
And how difficult would that situation be?!
The same is true within organizations.: “Sell as much as possible”.
how much is a lot?, how much is enough?, how much is little?
Like the marathon runner who needs a specific finishing point, set clear and well-defined company goals, Regardless of size and structure, it is essential. That is why it is essential, first, be clear where we are, How far do we want to go and in how long?. Depending on the answer to these questions, we will be able to take the appropriate steps in that direction.
It is also of paramount importance that this growth can be measured appropriately.; namely, that there are quantifiable parameters that act as sensors of the company's results, without which we will not be able to know if we are going in the right direction.
in addition, measurable objectives and concrete parameters are clearly a motivating factor towards where, both the entrepreneur and his team of collaborators, they must focus their efforts, as long as they are specific goals, achievable, feasible and concrete within a given period.
Sometimes it is convenient to establish a long-term objective and set intermediate goals, more limited and staggered on the way to the definitive objective, allowing this system to make the necessary adjustments or modifications in pursuit of a better final result.
Step by Step
But how to set goals within a veterinary center? What can be measured?
When we talk about measurements and goals, The first thing that usually comes to mind are factors such as profitability, expenses and billing; is worth to say, parameters that we are used to observing and analyzing numerically. However, the truth is that almost all aspects could be feasible to measure and based on each of them objectives could be established.
The challenge is to find these parameters even in aspects that appear to be soft.. For example the effort, motivation and engagement are not measurable in the traditional measurement way, that is, they cannot be measured quantitatively, but yes through its impact on the results obtained during the time.
An example of the great utility of these indicators, is that they can show us the diverse development of the vendors. Can be measured and analyzed for each vendor: monthly billing volume, Average ticket, number of total items sold; a fine, all the data that may be of interest to understand the profile of each commercial. This allows us to understand how differently we should motivate or train each type of salesperson..
Goals that motivate
The motivation of the work group is a very important factor, as it translates directly into the energy and effort applied towards achieving company goals. The objectives must represent a challenge and an innovation and should be linked to an incentive system, to foster the enthusiasm and commitment of team members.
In addition to the importance of establishing concrete and perfectly feasible goals, it is essential that they be communicated clearly and aimed at aligning the efforts of each and every one of the members of the group.
Internal communication must be clear and fluid with a precise assignment of responsibilities and must also be carried out periodically, to keep everyone duly informed.
Not only is it important to communicate the objectives to be met and the strategies to be followed, but it is also key to transmit and share the achievements that are being achieved and both personal and group recognition, thus maintaining the sustained motivation of the team.
Recognition of the work performed, the feeling that one is improving and the fact of being listened to are values that tend to align personal objectives with the objectives of the organization, unfailingly achieving better results for the company.
It would also be important to strengthen the leading role of the members of the group, exercising fewer controls over their specific activities and granting them more freedoms. This is achieved by transitioning from task control to goal control., which consists of a process by which, principal and subordinates of the company identify common goals, define responsibilities and use those objectives as guides for the operation of the company.
Effective delegation
The feeling of "nobody does things the way I do within the organization" or "it is easier for me to do things directly than to teach someone else" is very common and this truncates the possibility of achieving effective delegation..
But it is important that, Once the objectives and goals to be achieved have been clearly established, effective delegation can be achieved within the organization. As we already mentioned, This fundamental step is not always easy for various reasons.
Not finding the right person in whom to place new responsibilities, lack of time to train, allege financial problems to hire someone to do it. A fine, all kinds of barriers or excuses that necessarily delay the possibility of professionalization and growth of the company.
Effective delegation is nothing more than allowing and facilitating the person(s) running a company, the possibility of being able to concentrate on activities that, generally due to lack of material time, are neglected and neglected.
It is of vital importance for the professionalization of organizations, regardless of its size, to enable your leaders to transition from performing operational tasks to devoting their time to strategic definitions. The generation of new businesses, the design of adequate marketing strategies, the control of projects in execution and the study and evaluation of new projects are some examples of actions that cannot be undertaken by businessmen, due to an overload of operational tasks that could certainly be delegated.
Along with a clear definition of the objectives, it is essential to be able to monitor in a simple and efficient way the situation and progress of the different sectors of the company, through adequate management control panels and KPIs (Key Performance Indicators or Key Performance Indicators). These boards allow you to measure and visualize the key areas, evaluate situations and make quick and effective decisions as in the case of detecting maneuvers or actions that could threaten the outlined objectives. We can mention as examples for a veterinary center the trend of profitability, the fluctuation in the frequency of purchase of customers, margin by type of product/service, etc.
Many times the anxiety of employers leads them to want to immediately improve the work process, but doing it as an independent action makes no sense, if adequate boards are not instrumented that allow the control and monitoring of the operation and ensure their continuity over time. These boards will allow not only a constant follow-up of management, They will also facilitate the immediate diagnosis of irregular situations and the rapid application of the corresponding corrective measures..
At the same time, It is essential to keep a record of these activities., so that the applied actions last over time.
as we have seen, there are many alternatives to improve the management of a company, no matter what size you are. It is simply a matter of making the decision and putting them into practice.
