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Kiss Theory Good Bye by Bob Prosen
The book deftly illustrates that what managers' need are not byzantine schemas
smothered with grand business plans that often take too long to achieve results. But
rather, they need a pragmatic toolkit or a roadmap to guide them in carrying out their
tactics and successfully achieving their financial and operating objectives. In a world
that is constantly in a state of flux, what they need are straightforward answers that
can be deployed without delay to augment their organization's performance.
If the answer to these questions is a resounding “Yes!” then the book is the valuable
way out, as it provides a way to pro-actively free an organization from the grips of
stasis and the shackles of inefficiency.
One of the more compelling parts of the book is Prosen's identification of the "Five
Crippling Habits" in any company that can delay or offset long-term sustainability and
profits.
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Kiss Theory Good Bye by Bob Prosen
myriad responsibilities they can no longer commit to and that their staff, cannot either
due to pressure and confusion from impulsively delegated tasks without
prioritization. Prosen stressed that it doesn't work this way: there cannot be too many
goals with one shot no matter how powerful that shot is. In this scenario, employees
are either misled or snowed under the bulk of work and as such, they can neither stay
focused on the company's most important objectives nor determine what must be
accomplished first.
2. Lack of Accountability
Being able to differentiate between excuses and real problems is an essential part of
management, according to Prosen. Managers must measure results against goals.
Interestingly, Prosen states in the book that not only must employees be measured,
but managers along with everyone else in the company, must be held accountable.
Prosen stressed that being responsible to people, not for them is key in
accountability. It is also just as important to be able to differentiate between excuses
and real problems, to help remove any roadblocks to results.
The author held that fashioning defensives, which substantiate inferior performance
only plunge the organization into deeper malaise. It takes away time for quiet
introspection of solutions and derails the organization's momentum for picking itself
up and going back on the race.
Prosen stressed that the most effective plans are those with specific measurable
goals that can be easily evaluated on an ongoing monthly basis. He also advocates
long-range plans covering three to five years as useful for setting and directing
communication to senior management.
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Kiss Theory Good Bye by Bob Prosen
Many leaders perceive the pain of change to be more damaging than the pain of
maintaining the status quo. As an offshoot, companies are slow in trying to
revolutionize themselves and when they do, it is often too late.
1. Superior Leadership
This entails a relentless pursuit of vision and results. Superior leaders have
exceptionally learned by heart, the intricacies of management. These leaders have
resolute determination and an unassailable passion for outcomes. They strive to be
unfailingly objective and know how to unravel truths. They recognize what their
subordinates do and reward them accordingly. They think ahead, talk less, and act
almost instantaneously on every malfunction.
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Kiss Theory Good Bye by Bob Prosen
clarity, honesty and candor. They have the ability to listen and engage in
reflective thinking before making comments or criticisms. They articulate goals
explicitly and do not confound their people with over-reaching concepts.
2. Sales Effectiveness
Sales effectiveness is the company's lifeline. A vigorous revenue stream is one of the
bare essentials a company must have power over for its survival. Since sales is one
of the most objective aspects of business measurable by numbers, deteriorating
sales performance may predictably signal the demise of functional operations. As
such, managers/leaders must have the knack for constructing realistic forecasts that
aid in consistently meeting the sales plan and its targets.
Creating a strong sales team is both a science and an art, combining systemic
analysis with creative strategy. A winning line-up of sales people practices diligence
in identifying the right profitable customers and in calculating their sense of urgency
to buy.
By closely adhering to crucial sales metrics such as number of sales calls with
decision makers, number of proposals delivered, number of signed contracts, and
year-to-date revenue and margin comparisons with the sales plan, sales managers
are able to establish accountabilities and robust quotas while maintaining ethical
standards for their people. They prioritize the value of marketing, adroitly assess
probabilities of success at different stages of the selling process and don't clutter the
pipeline with opportunities that have low prospects of a sure hit.
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Kiss Theory Good Bye by Bob Prosen
reporting systems?
Does my sales team know the competition in-depth and how to attack it?
Do I involve senior management to help close important new business and
pursue the business we can win?
Do I track products sold to ensure that the correct product mix and associated
margins are being achieved?
Do I regularly check the accuracy of our pipeline forecast by comparing what
was projected against what was closed?
3. Operational Excellence
One of the secret recipes for organizational success is the company's exceptional
capability to always be cost-efficient, which is done through continuous process
improvement, forecasting performance, and isolating areas that negatively impact
on cash flows. Managing costs is a balancing act and as such, it must be done with
utmost rationality to ensure that all costs are unambiguously tied to the business
plan. The major task is to know the company's cost structure by periodically carrying
out cost accounting. Cost accounting allows companies to grow its cost structure in
the right proportion and focus its energies on winning.
In relation to this, Bob Prosen stressed that companies ought to invest in their
financial accounting systems because markets and regulatory requirements change
often even without their knowing. With an accounting system tailored to the
business, managers can immediately adjust costs with confidence and remain
competitive. An effective accounting system would enable a company to scale its
growth, thereby increasing margins with revenue.
4. Financial Management
Financial management drives the company's economic engine. It is according to
Prosen, "about perspectiveproviding context for decisions, holistic solutions,
alternatives, and ideas for positive change." Financial management also hubs on
control and provides companies with the required checks and balances to
understand and monitor fiscal performance.
The author enumerated some of the most decisive functions lodged under financial
management. These include:
Acquisition authority--who can commit the company to purchase
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Kiss Theory Good Bye by Bob Prosen
5. Customer Loyalty
No company treads the failure curve when it devotedly champions customer service.
Managers/leaders must not disregard the adage, “The customer is always right.” By
applying this focus in an organization, a company pro-actively responds to the
customer and therefore builds and maintains an atmosphere of customer loyalty. No
matter what the issue with the customer, Prosen details the company's responsibility
to meet the customer on his/her field and be responsive to their needs. The book
advocates going above and beyond in all your efforts with meeting customer
challenges or issues that might arise.
Customer Service Questions #5: Does Your Customer Service and Support
Measure Up?
Do we consistently underpromise and overdeliver?
Do we resolve customer problems quickly?
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Kiss Theory Good Bye by Bob Prosen
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Kiss Theory Good Bye by Bob Prosen
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