Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.
It’s great to keep looking out the front windshield, but if you safely want to drive the sales results car, then periodically peering at the rearview mirror is a great idea.
Many associates do not have a basic education and understanding of how a business operates. Share insights on the basics of your business and the metrics that impact success.
Do you aspire to more affectively lead at your company? Get a load of this C.R.A.P. — clarity in thinking, planning, resources and preparation of training.
While analog systems and processes are comfortable to long-term employees who seriously dislike change, those same systems will repel new, younger talent who are more tech savvy.
Forcing digital solutions into analog processes is like pounding a round peg into a square hole. Lots of effort, sweat, blood and money often with disappointing results.
Employee empowerment based on training, tools and progressively more responsibility for business outcomes will go a long way in helping you attract and retain top talent.
Following a proven process will deliver stronger team building, communication and new thinking to address the realities of your business model in positive ways.
Embracing change is mandatory for the survival of your security enterprise. With the right change process your entire team will gain energy and engagement.