EOS, also known as Traction, is the powerful, practical and simple system many business owners use for running their companies as it is an ideal way to bring order and discipline to an operation. Often, businesses that incorporate EOS discover that there is a significant lack of planning and accountability in their sales approach, leading to stalled growth. This quickly becomes a focal point that EOS helps to correct.
EOS: Five Steps to Sustainable Growth
By far, the best benefit to implementing EOS into your business operations is that you build a solid foundation for growth. Here are five ways EOS sets you up for success.
1. Provides a system for turning a vision for growth into a plan.
The founder of the company is often the visionary. Visionaries are great at setting objectives, but often need help getting there. Through EOS, companies assign different responsibilities to the people in the organization who are best suited to move the company forward using their specific skill sets, Roles and responsibilities are made clear.
2. Requires realistic and clearly identified sales objectives.
Growth is about increasing sales and revenues in a planned manner. Once clear objectives are identified, companies uncover if they are capable of achieving the results, and if not, they become clear on where they need help meeting their objectives. This help may come in the form of new hires or enlisting the help of outsourced sales professionals to lead in this area.
3. Assigns responsibility to a company leader for meeting the sales objectives.
Objectives, or “Rocks” in EOS terms, are broken down into quarterly goals and reviewed against progress weekly. This gives the company leaders visibility into when issues within the company affect reaching objectives so that the issues can be quickly solved, and objectives stay on track. This is where the predictability of sales kicks in.
4. Delivers a format for holding effective sales meetings with the sales team.
A simple and consistent “scorecard” is used to monitor progress. This scorecard offers the ideal format and agenda for holding weekly accountability meetings with the sales team and gives the sales leader insight into how well the sales objectives are tracking.
5. Shines a spotlight on staff – do you have the right people in the sales organization?
Do they Get It, Want It and have the Capacity to do it? This is how EOS helps you determine if you have the right people on board to move your vision forward. This is even more important in the sales organization, because the sales leader is responsible for the business’ growth objectives by increasing sales. An effective sales leader is critical to the successful implementation of the sales plan and thus, the outcomes.
Companies that incorporate EOS as their operating system often realize they need to transform their sales approach from passive to proactive. EOS then provides the framework to do this, leading to effective planning and execution. This can be a game changer for realizing predictable and sustainable revenue growth! Interested in learning more? Contact me at [email protected] or 407-578-5277.