10 Ways to Get Employees Focused On the Bottom Line

Encourage them to sell more to existing customers. Here’s a simple way to increase revenue: Companies often create complicated objectives in order to create new customers, while neglecting those customers that are often the easiest sell—the ones who are already buying your product or service. Your company is bringing a value to these customers or they wouldn’t keep coming back. Are there new products/services that would benefit them that you have been directing only toward new customers? “Taking time to examine your customer base will help you determine how best to bring value to your existing customers,” says Zecca. “When you know what your current customers value, you will know how to sell to new customers who value the same things.”

Emphasize the importance of daily tasks and how they will shape the organization’s success as a whole. In your one-on-one meetings with your employees, you’ll start to see that it can be difficult for them to do their jobs because of issues and “fires” that crop up during the day. You’ll see that most of their daily effort is expended on activities that add little or no value to the achievement of your organization’s efforts. Employees may be busy as bees, but, unfortunately, their actions often fail to provide any lasting benefit. They should be focused on the key actions that they can affect, performing the key tasks that drive them toward the company’s objectives. “Pyramids were built using only pulleys, ropes, and a strong, unified purpose,” says Giannetto. “It’s a lesson we’ve learned with manual labor, yet one that largely escapes us in modern corporations. By utilizing the Power Grid and its unifying power drivers, management can tell employees, ‘This is what is important. This is what you are responsible for.’ It adds clarity to daily activities.”