Making Standardisation Sexy: 4 Steps to More Profit - SWI #74

Standardisation

Read time: 2 mins

Let's face it, process standardisation isn't exactly the sexiest business topic.

Most of us would rather be out there making sales, developing new products, or [insert almost any other business activity here].

But what is truly sexy?

A profitable, growing business.

And one of the best ways to achieve this is through the often-overlooked power of standardisation.

Today we’re sharing why this topic is worth investing your time & energy into, and 4 steps to get started.

Let’s get into it!

The Power of Standardisation

What eats up most of your time?

Sales calls, hiring, research, client proposals, performance management...

These are all opportunities: opportunities to standardise.

Standardising means doing an activity or process in the same way - every time.

And when you do it, you win over and over again.

Here’s how:

Imagine your sales team - Lynne, John, and Billy - are each using their unique approach and style to sell investment properties to potential buyers.

• Billy is the superstar: He’s a natural closer, using his charm and intuition to rack up 10 deals a month. However, his tactics are a mystery – nothing’s written down.
• The rest of the team: Lynne and John, lacking Billy's secret sauce, average 5 deals a month. Not bad, but not at Billy’s level.
  
  

Here's where standardisation comes in:

You document a clear, proven approach for everyone to follow.

That way, you get:
 

• Stronger overall performance: John and Lynne can learn and implement the most effective tactics from Billy, boosting overall sales.
• Continuous Improvement: Over time, the team can refine and improve the standard process. Every time you do, it benefits everyone using it, not just one person.
• Faster onboarding: New staff can quickly learn the ropes and start contributing sooner.

• Consistent client experience: Your customers get a predictable sales experience that best represents your company.
  
  

The Multiplying Effect:

Standardising becomes even more powerful as your business grows.

Imagine having a team of 20 salespeople, all following the same optimised process.

The gains from standardisation can become huge (and dare we say, sexy).

So where should you start?

We always suggest our clients look at 2 aspects of their business:

1. The things you do most often
2. The things that add the most value

Once you identify what you’re standardising, here are 4 steps to get started:

1. Define the goal: A clear goal for your process is your starting point. For example, a sales goal might be to ‘increase the number of property deals closed per month by X%.’
2. Document it for someone new: Write down your process as if you're outsourcing it. Anyone reading the steps should be able to understand and execute the process, making it easier to support and manage your team.
3. Visualise it: A diagram can be helpful to train, manage, and monitor the process.
4. Measure it: Standardising is only effective if it’s followed. We always recommend measuring the overall process and the tasks within it so you can identify what's working, what's not, and how to improve it.

Master these 4 steps of standardisation and you will be on your way to some verysexy gains.

If you’re unclear where to start or how it applies to your business, reach out - we're always happy to help!

Thanks for reading and speak soon,

Lynne and Steve

TLDR:

• Standardisation is not sexy, but you still need to get the basics right, and document the things you do every day.
• Standardisation brings heaps of value: it allows you to drive efficiencies and improvements throughout your business.
• The benefits become exponential as you scale: don't miss out; standardise now.

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