Rubber or Glass Balls?

Rubber or Glass Balls?

Someone once asked best-selling author, Nora Roberts, how to balance the juggle of writing and kids. She said the key is knowing that some of the balls you have in the air are made of rubber and some are made of glass. What happens if you drop a glass ball? It smashes and leaves a right old mess for you to clean up. There’s no recovery or coming back from that.  

And if you drop a rubber ball? It’ll bounce right back and will keep bouncing until you have a free hand to grab a hold of it again. You’re on Juggle Street, there’s too much happening and too many balls – both glass and rubber – in the air. 

Grab a pen and paper and play along to take the first step in getting off Juggle Street.   

Step 1: Write down all the balls (aka tasks, actions and priorities) you have on the go. All the things that are on your mind and in your focus. Get them out of your head and onto paper.   

We’re now going to look at what you can do, delegate, defer and delete and then just like the sorting hat in Harry Potter, sort them into priorities of glass and rubber balls.   

Step 2: Circle what is important, urgent and only you can do it. Those that are critical to the success of your business and achieving your wildly important goals or moving the dial when it comes to reaching your business vision. They’re the non-negotiable must-dos.  

They’re time sensitive and important enough to be glass balls. This is your do pile.   

Look at these tasks you’ve circled, and ask yourself, challenge yourself – are you the only person in the world that can do them? Could some of those tasks be delegated to either a team member or outsourced to a VA, freelancer or consultant?   

Step 3: Underline tasks that are important and only you can do them, but they’re not time sensitive so they can be parked for a later date. These are your rubber balls and fall into defer 

Step 4: Put a star* next to the important tasks that are glass balls (they’re time sensitive and important to achieve your goals) but they don’t have to be done by you, you can delegate to a team member or outsource.  

Step 5: Any tasks left on your list are likely to be outdated, unimportant tasks that trick you into thinking you’re being productive. These are the things that have been on the list so long you keep forgetting about them. Or you might’ve gotten caught in the (quite common) trap of keeping something as a priority because it’s easy, in your comfort zone, and you feel a sense of accomplishment when you’ve done it even if in reality, it doesn’t get you closer to your WIGs and your vision. Be brutal, cross ‘em out, get them off your list right now. Dusty old tasks be gone!   

 

How aligned are your 4D’s with Culture, Operating Rhythms and Skills?   

If you were to put your do’s, delegate and defers into the three buckets below, how balanced are they? Is one bucket toppling over and full to the brim while another is empty or is it pretty even across the board. This is a great visual way to see if you are paying attention to not just one or two critical areas of leadership but all three. 

You might find that you’re juggling so many tasks but none of them are sitting in any of these buckets and that tells us there’s an attention gap that needs to be closed which goes a long way to explaining why you feel tethered to your business and getting off juggle street feels impossible. 

Nicky

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Nicky is a Sales and Business Leadership Coach with over 2 decades experience in sales and leadership. She’s been running successful coaching businesses since 2015 and is obsessed with helping business owners and teams thrive. She helps her clients install smart business growth strategies and leverage leadership for peak performance.

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Top 5 Sales Trends for 2024 and How To Navigate Them

Top 5 Sales Trends for 2024 and How To Navigate Them

“Regardless of product type, industry, or company size, the growth of a company lives and dies by the success of its sales”. I read this in a Salesforce report and couldn’t agree more. 

When sales are strong, you can focus on profit planning, growth, and investing in your team. But without sales, your business is at best a hobby or at worst a financial burden.

The biggest sales challenges I’m seeing in businesses right now are…

  • Sales are feeling chaotic, there’s no system, structure, specific sales plan alongside your business plan. 
  • Your team could be more proactive in getting out there and talking to clients, finding other ways to help them. Instead, they’re being reactive, waiting for the phone to ring (or email to come in) and leaving money on the table.  
  • Finding the time to nurture connections, relationships, warm leads and prospects. I mean its damn busy right!? 

Looking at the sales trends over the last 12 months, we’re seeing that…

  • Sales cycles are longer with more decision makers needing to be involved in the sales conversations (tighter budgets will do that!) 
  • Conversion rates are lower… one contributor to this is because salespeople are giving up before getting a definitive yes, no or maybe (80% of effective sales requires at least 5 follow up calls after the first meeting, yet 44% people give up after the first try. How many follow ups are in your sales process?) 
  • Distrust is more widespread than ever before. With the growing amount of scams, spamming and AI it’s completely understandable that people don’t know who, where or what to trust! I mean, I don’t like answering my phone to unknown numbers – do you? Yet another reason it’s getting tougher out there. 
  • People are struggling (your clients and your team alike) with all that is going on in the world on top of the ever-pressing need to keep up with the pace of work that’s become the norm. And so again, it’s no wonder salespeople are even more hesitant than usual about doing sales reach outs for fear of being ‘annoying’ or ‘intrusive’ (their words, not mine). 
  • Sales has a bad rap. In a sales workshop I ran recently, 75% of people felt that sales is a necessary evil or something they avoid as much as possible. How your team feels about selling your products and services has a huge impact on the bottom line. You can have the best tools, strategies and systems in place but it’s their perception of sales that will subconsciously help or hinder their results.

Knowing these challenges allows you to prepare and plan for them, making sure the hustle stays healthy. If this era is teaching us anything, it’s how to be more resilient, consistent and creative when it comes to establishing and nurturing leads, prospects and client relationships.

How creative are your team when it comes to contact types and reach outs?

Most people want to avoid making cold contacts and reach outs because it feels the most awkward. Fair enough! Here’s some easy solutions for you to play with…

  • Get great at nurturing warm and hot leads so there’s no need to do cold contacts
  • Work closely with your marketing team (sales and marketing alignment can lead to 38% higher sales win rates, drive more than 200% revenue growth and 36% higher customer retention).
  • Move away from the ‘traditional’ sales process to an ‘active’ sales process which includes more touch points 
  • DON’T just rely on emails to contact and engage people – have a minimum of five touch points when establishing or nurturing relationships. 
  • Understand your team’s natural selling style. This allows you to structure their day around their strengths and identify what support they need to build skills. 

If you want to double your team’s sales and get more yes’s, even in a tough market – Grab The Yes Code™️ HERE (only $100 until the 6th June).

Happy selling, 

Nicky 

P.S. If you enjoyed this newsletter, give it a like and share it with a fellow business owner or leader who might be at the perturbation point right now!

Nicky is a Sales and Business Leadership Coach with over 2 decades experience in sales and leadership. She’s been running successful coaching businesses since 2015 and is obsessed with helping business owners and teams thrive. She helps her clients install smart business growth strategies and leverage leadership for peak performance.

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THE PERTURBATION POINT: WHAT IS IT AND WHY DOES IT MATTER?

THE PERTURBATION POINT: WHAT IS IT AND WHY DOES IT MATTER?

You’ve been in business for some time, right? Maybe 5, 10, 20 years? And chances are you’ve had to hustle, make sacrifices, and work long hours to get to where you are today. 

But here’s the thing: eventually, you might hit a tipping point—the “perturbation point”—where you start questioning:

  • Is this even worth it?
  • What’s next for my business, my team, and myself?
  • How do I get to the next stage of growth?

And it feels really uncomfortable, because what got you to this point of success won’t be the thing that takes you to your next frontier of growth – both personally or professionally. There’s a heck of a lot of discomfort in this.

 

Why Do Business Owners and Leaders Reach This Point?

You’re not alone if you’re feeling like you’re on Juggle Street—doing everything for everyone, all the time. Your team might be doers rather than decision-makers, so they lean heavily on you for answers.

And if your business has grown rapidly, you might be caught in a whirlwind of business chaos, trying to reinvent the wheel every day.

There’s a critical point where business leaders start saying, “I can’t keep going like this.” This is the perturbation point, and there’s one of three outcomes that will unfold:

  1. Go Backwards: If you stay in juggle street or chaos, your team will feel the stress, leading to disengagement, burnout, potentially walk. You’ll feel it too, and your business could ultimately fail.
  2. Plateau: You might plateau, just keeping things “good enough” or burying your head in the sand. If you stay in this place too long, though, you’ll likely move backwards.
  3. Momentum: By shifting your approach and embracing smart growth and peak performance, you can break through to exponential growth.

Shifting from Juggle Street to Peak Performance

So how do you avoid the first two paths and achieve momentum? The secret is to move from juggle street and chaos to peak performance and smart growth. There’s two key areas to look at. 

Peak Performance Strategies:

  1. Culture: Create a culture where the team buys into your vision and is excited to come to work.
  2. Operating Rhythms: Establish structures, checklists, and KPIs that reduce daily reinvention.
  3. Skills: Develop your team through coaching and mentoring to empower them.

Smart Growth Strategies:

  1. Planning: Share structured plans with your team to reduce chaos and maintain focus.
  2. Sales: Keep customer acquisition and retention steady.
  3. Profit Management: Monitor your financial metrics to ensure profitability.

Your Actionable Action for This Week

Reflect on this: What stood out to you the most as you read through peak performance and smart growth strategies? Was there one particular area that is holding you back from reaching that next growth curve?

  • If it’s profit, check out our Profit Planner.
  • If it’s team empowerment, grab our Team Code Guide.
  • If it’s sales, use our Sales Productivity Strategy.
  • If it’s planning and prioritisation, download our Prioritisation Tool.

Take the Smart Growth Survey to discover which phase of smart growth your business is in and receive our Smart Growth Blueprint. In less than 60 seconds, you’ll unlock the exact strategies to help you overcome the perturbation point and achieve exponential growth.

Click here to take the survey and access your blueprint!

Until next time, keep thriving.

Nicky is a Sales and Business Leadership Coach with over 2 decades experience in sales and leadership. She’s been running successful coaching businesses since 2015 and is obsessed with helping business owners and teams thrive. She helps her clients install smart business growth strategies and leverage leadership for peak performance.

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The longer you’re in business, the more the stats are against you

The longer you’re in business, the more the stats are against you

We’ve all heard the statistics when it comes to success or failure in business for startups (in case you haven’t, 60% of businesses will fail within the first 3 years*). 

But did you know the longer you’re in business, the more stats are against you?

Research shows that 80% of businesses will fail within 20 years⍏. 

My jaw dropped when I first read this. There’s so much focus on getting through the early years of business but there seems to be less emphasis on the seasoned businesses that have been around the block a few times. 

You’ve got the war wounds to show from turbulent times. The trophies in the pool room from the glory days. And apparently, you’re not out of the woods even with your many years of experience.  

Want to know the main reasons businesses fail^?

  • Lack of staff training
  • Business owners getting stuck in day-to-day operations 
  • Not having a strategy in place
  • Poor cash flow management

The best thing about these reasons for failure? Every single one is within your control! 

With the right blueprint and knowing where to focus your and your team’s attention, future proofing your business becomes easier. 

But here’s the thing, if you don’t address these potential pitfalls you could wind up being another sad statistic. 

You could be on the path to resenting your business, hitting the burnout wall or having to walk away from your business entirely. 

What are you doing today to upskill and support your team, to get unstuck from the day-to-day weeds, and be proactively strategic and planning for profit in your business?

If you don’t know where to start, we’ve created a Smart Growth Blueprint which you can access via this quick (60 second) survey. 

Here’s to thriving in business, and life! 

*Sources: Australian Bureau of Statistics; ^The Australian Securities and Investments Commission; ⍏Clarify Capital

Nicky is a Sales and Business Leadership Coach with over 2 decades experience in sales and leadership. She’s been running successful coaching businesses since 2015 and is obsessed with helping business owners and teams thrive. She helps her clients install smart business growth strategies and leverage leadership for peak performance.

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Breaking Free from the Busy Trap: Prioritising Life for Success

Breaking Free from the Busy Trap: Prioritising Life for Success

Unless you’re brand new to leadership or business, you already know that taking a step back to plan strategically is a game-changer for long-term sustainability and success. 

But nobody addresses your key problem – even though you know that to be true, chances are you are caught in the busy trap and if you do get time to step away from the business, it is taking you away from time with your family and friends.

How do you prioritise setting aside dedicated time for proactive planning?

The key is to focus not only on planning for the business but also on carving out space to prioritise personal goals. 

I’ve seen (and experienced) this approach, where you prioritise what’s important in your life alongside all the business objectives and Key Performance Indicators (KPIs).

What goes in hand with that shift, is a reframe of the belief that ‘there isn’t enough time’. 

Hanging onto this “excuse” (harsh, but true!) will become a barrier for you, leading to a constant struggle stuck in the whirlwind of daily activities. 

A shift in perspective is crucial. 

Instead of thinking about the lack of time, consider how to make the most out of the available time in a strategic and effective manner.

One of the ways we do this is by using a framework, we call the True North wheel. 

This model integrates three core components: business growth, managing finances, and prioritising life. 

The synergy between these elements creates a well-rounded strategy that not only propels business success but also enhances the overall quality of life.

And this approach can be shared with your leaders.

When you sit alongside your leaders and share your priorities (including life priorities) there’s deeper accountability, support and empowerment within the team.

I put the challenge out to you… in the next 24 hours identify one activity that contributes to prioritising your life. 

This could range from scheduling personal appointments (the doctor visit you’ve been putting off or the overdue haircut?) to planning fun activities outside of work (breakfast with your family perhaps?). 

Want extra points because you’re a high achiever? 

Extend this challenge to your team members, encouraging them to incorporate self-care and life priorities into their schedules.

Ultimately, the aim is to create a culture that values both professional success and personal well-being. 

As a business owner or leader, acknowledging the importance of prioritising life not only fosters a healthier work environment but also attracts and retains top talent. 

The ripple effect of this approach leads to enhanced engagement, reduced burnout, and a more fulfilling experience for everyone involved.

And that is what makes achieving your goals so much more fulfilling.

Ness is a money coach, helping businesswomen like you gain clarity over your financial goals, building wealth and financial security for themselves.

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Navigating the Feast and Famine Cycle in Business

Navigating the Feast and Famine Cycle in Business

As a successful businesswoman, you’ve conquered numerous challenges so far:

  • Started your business and been going long enough for it to be a viable and ongoing concern
  • Grown a team, because let’s face it, your clients need and want what you have to offer
  • Juggled the balance of work and home life (sometimes, not very successfully but the kids/pets are still alive and you have a healthy waiting list of prospective clients)

And yet, when you look at your bottom line, the profit margins (aka money in your personal bank account) just aren’t showing up as you expect and want them to be.

Yes, you can tweak some expenses, perhaps look at increasing your prices but when you feel like you’ve pulled all the levers and you’re still not feeling rewarded sufficiently for your hard work, then you’re missing a key point.

And this is it – there’s a silent, somewhat uncomfortable, barrier standing between you and your next level of success: your money mindset.

And now is the time to address it, head-on.

Your money mindset is like a silent puppeteer pulling the strings, and if you’re not careful, it will hold you back from creating the financial success you know you’re worthy of.

Your money mindset is this intricate blend of upbringing, culture, family vibes, and life experiences.

It shapes your financial DNA, influencing how you view money, wealth, and success.

Rewind to your childhood… what money messages were whispered in your ear? 

For me, it was phrases like “money doesn’t grow on trees” or “you have to work hard for your money” – innocent at first glance, but they built a foundation of money beliefs that I had never stopped to question.

Your money beliefs are like a fingerprint, unique to you based on your life adventures, experiences, role models and upbringing.

The bad news?

Your current results are influenced by your current beliefs.

The good news?

Your money beliefs aren’t carved in stone; it’s just a vibe you have until a breakthrough happens. 

Recognising and challenging your beliefs is the secret sauce to propelling your business forward.

So if you are feeling stuck or experiencing a plateau, here’s your call to action: 

  1. Grab a pen and paper. 
  2. Jot down the money belief that’s been pulling the strings right now (i.e. anything that comes after you say the words, I’d be better off financially if/but…)
  3. Ask yourself the following questions:
  • Is it gospel truth?
  • What if it’s not?
  • What could be a better belief right now?

Challenge your beliefs and notice the impact it has on your bottom line.

If you want some extra help, feel free to reach out. 

Helping women break through their money story and build wealth for themselves into the future is something I can talk about until the cows come home!

Meet Nicky & Ness

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