The 90-Day Challenge: Structuring Your Team for a Killer Year

By Cass Jacoby, RCS Reporter. 

If you are looking to invest in getting your business on track for this year, this webinar is for you. 

Danny Kerr and Ryan Groth will teach you how to build the right systems to scale your business, l connect your organizational structure to the goals of the company, create a sales career trajectory in your company and make sales optimization and development a staple in your culture.   

Ryan Groth is a former professional baseball player that is passionate about coaching and training, he is an expert in building a sales team and coaches contractors through his company, Sales Transformation Group. 

Danny is one of North America's top contracting thought-leaders, assisting hundreds of entrepreneurs every year to build kick-ass, profitable businesses. In 2015, he co-founded Breakthrough Academy as a way to open horizons for other contracting entrepreneurs. 

In their webinar, they teach you how to use the next 90 days to build business and team performance, including setting key goals and breaking down those goals into an action plan. 

Additionally, the webinar comes with free resources that will help you set your plan in motion, including a one-page strategic plan example and template, a S.M.A.R.T. goals worksheet, and an implementation checklist. 

Here are some golden nuggets of advice you can find in this webinar: 

Structuring your business 

The foundation of everything is to make a strategic plan. It will be the best defense against distractions, it is a good way to gauge where you are at and will align your team to one common goal. You want to think through the major goals you want to achieve, be it revenue or net profit or other metrics like customer satisfaction, Google ratings, employee earnings and awards.  

Danny suggests you pick goals that hit on quality, volume and profit—the three things that help you maintain a balanced focus on what is important in the next fiscal year.   

Goal setting 

You want to set S.M.A.R.T. goals: 

S - Specific 

M - Measurable 

A - Attainable 

R - Relevant  

T - Time-based 

S.M.A.R.T. goals can be made with the help of the provided worksheet designed to help you home in on effective goal setting. 

Initiatives 

Once you have set your goals, think through the initiatives that are directly related to the annual goal. These strategic initiatives will help focus your goal and move the timeline of achieving it forward. Each quarter decide what pieces of these initiatives you would like to start on.  

Quarterly rocks 

Quarterly rocks represent the progress you need to make within your annual initiatives by the end of the quarter. By giving yourself space to break these things into manageable chunks, they will get done once well. When you know where you are going you have time to do it properly. The objective here is to build a foundation that gets you to where you need to be to achieve your goals.  

• Make a rock breakdown, from each quarterly rock make a detailed list of activities that should be created.  

• Make a list of what needs to be done, who will do it, and what week it will be done.  

Once you put these together you will have built a critical path. You are project planning, organizing the phases and stages and who is doing what to help these things come into being. To make something great it will take time.  

Organizational structure 

Focus on the numbers you need to deliver on, this will help set a performance culture as well as help you achieve your goals. This is key to providing the leadership necessary to grow. 

To reinforce goals you will need to build out employment agreements. These are documents that identify what the employee is expected to do by the end of the year. 

Structuring your sales team to drive a performance culture 

Ryan emphasizes creating an environment for success. You want to create a sales career trajectory in your company through sales evaluations and identifying ideal commercial and residential accounts. You want to challenge your sales team to grow. Ryan stresses that you are a coach when it comes to your sales team, you want to support and challenge them to do their best and grow. 

By setting a sales career trajectory, you can make sales optimization and development a staple in your culture. 

Conclusion 

By the end of the webinar, you will understand how to be more strategic with your people, your time and your profit to drive things properly and not having it all depend on you. Danny and Ryan have incredible insights that will help you connect to your business’s vision and key goals, watch the webinar today.  

Learn more about Breakthrough Academy and Sales Transformation Group in their RoofersCoffeeShop® Directory or visit www.btacademy.com or salestransformationgroup.com