42 - Inputs and Outcomes, with Colm O'Reilly

Help Best

We're focused on outcomes, but many of our clients are new entrepreneurs. Colm explains how to focus on inputs instead of outcomes with them.

0:02: Hey, two brain.

0:03: Chris has asked me to come on and talk about when mentees aren't reaching the goals that we've set for them.

0:10: I love a good meme and I love a good joke.

0:12: And there's a great one out there about Deloitte or one of the big consulting firms just handing a $40,000 bill to a company that says in brief, lower your costs and increase your revenue.

0:25: And that's great.

0:25: That's an outcome goal.

0:27: And that's probably what all our businesses should be doing all the time or at least keeping an eye on those two figures.

0:32: But very often our mentees get stuck when they don't know how to reach or they're failing consistently to reach an outcome goal.

0:40: So for example, sell an extra two K two K this month, that's an outcome goal, add 10 personal training sessions this month, an outcome goal increase your net owner benefit another outcome goal.

0:52: And I actually had this with a mentee a while ago where they were trying to sell 10 P T sessions a week.

0:59: And every time every week in the weekly meeting, the mentee was talking to their head coach and the head coach was constantly sailing, falling short of this and saying he didn't reach it.

1:09: The mentee was exasperated until we said, ok, if you're not in your process, your outcome goal, what are the inputs we can track to find out where the real issue is.

1:17: If he's putting in the work, there might be a skill issue or an environmental issue.

1:22: For example, if you're in a town of 10 people, it's pretty hard to have 1000 person gym.

1:27: Extreme example, to illustrate the point or maybe the actual goal that 10 P T sessions a week needs to be adjusted.

1:33: Now, this is the last thing I advise changing without looking into what's actually going in, what's the work going in to actually achieve the goal?

1:42: One of my coaches runs a very successful sales company, he coaches our teens classes and he said once to me that senior sales people are just measured in outcomes only don't really care what he does with his diary, with his time.

1:55: If he consistently builds his target each quarter and above his target, happy days.

1:59: Whereas juniors have their inputs measured, they're measuring how many phone calls, how many meetings they're set, how many emails they're sent they're sending so we can start there.

2:08: And while mentees might be reluctant to be treated as junior sales people, maybe this is the thing that really helps them.

2:15: So for example, let's say that a mentee of ours needs 10 new clients this month we can look at.

2:21: Ok.

2:21: Well, how many intros do I need to close?

2:24: If I need to get 10 new clients?

2:26: And if they're at 50% well, then they need 20 intros.

2:30: If they're at 50% they also need sales training to bring that number up to 70% plus which is what we're aiming for.

2:36: So, one of the process goals would be to watch the sales modules again in the course, get on office hours and actually practice reps each week with your staff, your family member, or even your dog.

2:49: I can't tell you guys the amount of speeches and drafts that panda pup has had to listen to in order to get his treats and while our mentees might like it and sales work is probably the one of the most clingiest things you can do when you're just talking in front of a mirror, handling objections.

3:03: It's really, really important that they get these reps in before they're in front of a life life client.

3:09: Now going back to the 20 intros and let's say 50% of the people who book show.

3:14: Well, then they need 40 intros booked.

3:16: And if you need to have 80 phone calls or sell by chat conversations, it's probably more, then you need to have 80 conversations to get those 10 new clients.

3:26: And what we're doing is we're working back the outcome goal to a process goal and then Frances are, they only get a fraction of the people they call or they text to actually answer and we'll just say it's one in one in five for argument's sake, which is about 400 attempted phone calls and outbound text messages a month.

3:43: Well, then they need to make 10 to 12 outbound phone calls and messages a day.

3:48: And that's the process goal we can set for them.

3:51: So very often mentees can look at a goal and say that's great.

3:54: Absolutely.

3:55: I want to increase my net owner benefit.

3:56: I want to reduce my hours, but we don't step back right the way to what's a daily step I can make for them.

4:03: And very often we need to walk them all the way from their goal, all the way back to the daily steps.

4:09: Much like when we have a fitness client who wants to lose weight, we walk them all the way back to eat this amount of food, drink this amount of water, get this amount of sleep, do this volume of workouts with me.

4:20: And that's going to be the process that you focus on to bring you towards your outcome goal.

4:26: Hope this helps everyone.

4:27: And if you have any questions, just send me a message.