by Ginny | Jun 13, 2012 | General, Innovation, Practice Leadership, Practice Resources, Strategic Planning, Team Development
1. Communication (35%)
2. Immediate Manager (14%)
3. Valuing Employees (12%)
4. Trust (10%)
5. Culture (9%)
6. Satisfaction (8%)
7. Empowerment (5%)
8. Recognition (2%)
9. Development (2%)
10. Pay (1%)
by Ginny | Mar 30, 2012 | General, Practice Leadership, Strategic Planning, Team Development
Third Prize is "You're Fired!"
If I had a dollar for every dentist and dental team member who has rationalized disappointing performance as a byproduct of the state of the economy over the past few years, I would be writing this column from my favorite beach in Maui! Now as much as spending time on a beach in Maui would be wonderful, I would truly much rather put an end to the myth that we are victims of circumstances and success is beyond our control. So much time, energy, opportunity and joy are wasted in this mindset. There is a better way, read about it in my latest article in The Progressive Dentist Magazine
An iconic example of using sales incentives and punishments to ignite results can be seen in the 1992 film Glen Gary Glen Ross. Rolling Stone described the film as “a brilliant dark comedy that doesn’t just dazzle, it stings.” The incredible cast included Al Pacino, Jack Lemon, Kevin Spacey, Ed Harris and Alec Baldwin. I can attest that the story and the acting were compelling enough to reel me in; but I still vividly remember being exhausted and feeling like I had been beaten up after watching this movie. You may recall Alec Baldwin, the film’s “alpha dog motivational sales person” announcing “We are adding a little something to this month’s sales contest: First prize is a Cadillac Eldorado, Second Prize is a set of steak knives and Third Prize is “you’re fired!” Those are some sharp sticks that eventually had the sales force resort to criminal behavior as they marched to the beat of “A-B-C – Always-Be-Closing”.
The average workplace has evolved since 1992 and most businesses have adopted a kinder, gentler approach to motivating the team. Unfortunately, most still focus on the extrinsic reward such as team bonus systems rather than tapping into intrinsic and most teams still underachieve. If you’re frustrated by the results your team bonus systems have achieved, take a deeper dive into this subject in my article from The Progressive Dentist Magazine and consider brining me into your practice to engage your team in a strategic planning process that will ignite a unstoppable passion and bottom line success.
by Ginny | Feb 13, 2012 | General, HR Compliance, Strategic Planning
While a Society of Human Resource (SHRM) survey reported that 68% of businesses are using social media, it’s most significant to realize one hundred percent of businesses are impacted by social media, leaving 32% of businesses as unwilling participants. The Eagles’ number one hit in the late 70s claimed that at the Hotel California “you can check out any time you like, but you can never leave.” That’s precisely what happens with social media since the audience, made up of your current and potential customers and employees can control the message about your organization. You don’t even have to check in… you are there… you can never leave.
Do you have a social media policy? Do you have a social media strategy? You’ll need both if you want to positively influence your social media brand.
by Ginny | Jan 23, 2012 | Announcements, Practice Leadership, Strategic Planning, Team Development
Meet Ginny Hegarty at the Yankee Dental Congress
Join me for Coffee at the Yankee Dental Congress
Systems alone don’t create success… People do. If you’re at the Yankee Dental Congress this Friday, please stop by. I’m looking forward to meeting you and answering your HR questions. Managing and leading the team proactively will enable you to improve communication and avoid the drama that holding you back. Supporting and developing your human capital is my passion. Let’s talk about finding, hiring and retaining great team members. I’ll have my learning resources on hand too. Click here to preview The Hiring Process Simplified, The Practice Renewal System and The Leadership & Accountability System.
I’ll be in the Patterson Dental booth # 430 on Friday, January 27, 2012 at 11am
by Ginny | Nov 16, 2011 | Strategic Planning
November 15th, 2011 Here’s a summary of analysis of situation by Don Cooper, The Sales Heretic. Love this update on the old “Kodak Study” Great lesson for dentists to pay close attention to. Set yourself up to practice they way YOU want to practice and avoid the heartburn of working with managed care programs. Dentistry will remain a joy for you & your patients will appreciate and thank you!
Much has been said and written about Netflix’s decision over the summer to raise their monthly full-service subscription fee from $10 to $16. Netflix lost 800,000 subscribers in the following months. Before the price increase, Netflix had 24.6 million subscribers.Which means Netflix raised their price by 60% and only lost 3.2% of its customers. 24.6 million customers at $10 each is $246 million. 23.8 million customers at $16 each works out to $381 million. In other words, even with the loss of nearly a million subscribers, Netflix has increased its monthly revenues by $135 million! A whopping 54%!
So what’s the real sales lesson here? Don’t be afraid to raise your prices.You won’t lose as many clients as you fear you will. In fact, you may not lose any. And even if you do lose some of your customers, you’ll still come out ahead thanks to the larger profit margin. Too many people and companies undervalue what they sell and undercharge as a result. Insufficient profit margins will doom your business. If you produce a quality product or service, charge appropriately. People will happily pay it.
by Ginny | Jul 18, 2011 | Practice Leadership, Strategic Planning
“People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully.”– Steve Jobs
Your focus determines the impact. It’s so critical that we don’t confuse activity with accomplishment or being busy with being productive. I remember hearing a story years ago about a man who was touring a corporate headquarters and remarked that one of the team was sitting with his feet up on the desk doing nothing. The executive leading the tour corrected the man saying ‘actually he’s doing exactly what we pay him to do.. he’s thinking.”
Do you make the time to think as you begin your week or your day? Do you clear your desk or do you clear your head? When is the last time you physically wrote down the top priorities you must be focused on? Urgent issues demand our attention, but they may distract our focus from where it must be if we are to achieve great results. Don’t permit someone else’s emergency to divert your precious time and attention. Your team is counting on you.
GinnyHegarty.com Dental Practice Development Inc.
