Do you know why writing performance standards is critical for your mlm success?
Writing performance standards is a skill you should most definitely develop if your goal is to become a network marketing professional and business entrepreneur.
The lack of performance standards in business can impact goals being achieved and undermine your ability to get the results you are aiming for.
If you or your team of distributors do not know what minimum standards you need to achieve in order to meet your business growth objectives, then the things you do in your business on a day to day basis are going to be a bit of a 'hit and miss' affair and the results you want for you business may never be realized!
It is imperative that you and your team focus on the areas in your business that get results. Learning about writing performance standards is one way you can really get focused on 'results' as apposed to just being busy doing 'stuff'.
Before you read further about writing performance standards I suggest you review the following 2 pages of my website and then return to this page and continue to learn more about this highly important skill.
Make sure you come back to this page as you won't want to miss learning about writing performance standards.
If you have read both the pages referred to above, then stay with me as we explore how writing performance standards can have a significant impact on the results you achieve in your network marketing business.
What is a performance standard?
A performance standard is a statement which clearly communicates the minimum level of performance required in order to achieve a positive outcome within specific key result areas of your business.
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When you learn about writing performance standards you learn how to establish appropriate levels of performance within a range of specific key result areas so the foundation for achieving your network marketing business goals is firmly established.
Why write performance standards for your business?
People in business perform better when they know what is required in order to ensure they meet their unique business growth goals!
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Writing performance standards ensures that you and your team of distributors know exactly what is required in order to achieve positive results in the key results areas identified as important for the success of your business.
By writing performance standards for your business you:
- Eliminate the possibility that you and your team will be 'guessing' what needs to be done to achieve the results you desire
- Will be able to develop your business plan based on realistic and relevant performance standards and objectives for improvement
- Remove the potential for 'confusion' in the ranks
All these points are hugely important for your business success and the success of your team of distributors!
When should you write performance standards for your business?
You should write performance standards for your business in the most important key result areas as soon as you feel competent to do so.
Writing performance standards will:
- Assist you to focus your time and attention on the most important key result areas for your business
- Assist you to identify where you are personally not able to perform at the required standard so appropriate knowledge and skill development programs can be implemented
- Assist you to meet the standards required to fulfill your true business growth potential
- Assist you to prepare for mentoring others as you leverage your business for future growth
What does a performance standard look like?
If you don't know how to recognize a performance standard how will you know how to go about writing performance standards?
Well, I have very good news for you - it is incredibly simple, particularly if you have already read my website page titled
measuring team performance
, where you learned about key performance indicators.
Performance standards are QUANTIFIED performance indicators!
So writing performance standards is very simple indeed when you understand how to write performance indicators.
It is the next step in a very logical process.
Like performance indicators, performance standards will meet the following criteria - they:
- Describe RESULTS
- Contain a form of measurement such as number or percentage
- Describe 'WHAT' is being measured
- Are FINITE - for example they measure an outcome over a daily, weekly, monthly, yearly period
So all you have to do if you want to write performance standards is to quantify your performance indicators.
Let's look at some examples of how to write performance standards:
EXAMPLE ONE:
- Key Result Area = Distributors Coached
- Quantity Performance Indicator = Number of distributors coached per week
- Quality Performance Indicator = Number of distributors coached who demonstrated competence in delivering a product presentation to a prospective customer per week
- Quantity Performance Standard = Minimum of 2 distributors coached per week
- Quality Performance Standard = Minimum of 1 distributor coached per week who is able to demonstrate competence in delivering a product presentation to a prospective customer
EXAMPLE TWO:
- Key Result Area = Customers Registered
- Quantity Performance Indicator = Number of customers registered per month
- Quality Performance Indicator = Number of customers registered per month where follow up call/visit made within 2 days of registration
- Quantity Performance Standard = Minimum of 5 customers registered per month
- Quality Performance Standard = 100% of customers registered where follow up call/visit is made within 2 days of registration
EXAMPLE THREE:
- Key Result Area = Product Presentation Given
- Quantity Performance Indicator = Number of product presentations given per month
- Quality Performance Indicator = Percentage of product presentations given per month that result in customer registrations
- Quantity Performance Standard = Minimum of 10 product presentations given per month
- Quality Performance Standard = Minimum of 80% of product presentations given per month that result in customer registrations
EXAMPLE FOUR:
- Key Result Area = Inactive Customers Contacted
- Quantity Performance Indicator = Number of inactive customers contacted via educational newsletters per annum
- Quality Performance Indicator = Percentage of customers contacted via educational newsletters who reinstate auto product order per annum
- Quantity Performance Standard = Minimum of 100 inactive customers contacted via educational newsletters per annum
- Quality Performance Standard = Minimum of 20% of customers contacted via educational newsletters who reinstate auto product order per annum
How do you decide on performance standard levels?
In order to get the most out of writing performance standards and determining the appropriate levels for your business you need to consider the following points:
- What is the present level of performance in my business across all key result areas?
- What are the minimum performance standards I would expect in each of these key result areas in order to be moving forward in my business?
- What historical results do I have and what trends can I analyze (from business performance reports) in order to determine appropriate performance standard levels for my business going forward?
- What would I need to do in order to raise performance levels to ensure ongoing future business growth?
- How do I go about setting standards that will become a foundation for achieving outstanding performance in my business?
- How does writing performance standards impact my business performance improvement plan?
- How will I integrate effective negotiating skills into my coaching conversations when working with my team of distributors to implement performance standards that are appropriate for them and their business goals?
A FINAL WORD
Don't settle for the same level of performance standards in your business year after year
Always work on a program of
competence
and continuous improvement for your business
Continuous improvement is underpinned by 'raising the bar' on an ongoing basis
'Raise the bar' in your business by regularly reviewing and adjusting performance standards
Write performance standards that will make your business soar to new heights!
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