In a challenging economy, service companies should keep their sales strategies focused on the top 20% of management activities that will make 80% of the difference, was the message at the recent Nexstar Network’s 31st Super Meeting.

The owners of three successful Nexstar member companies with annual revenues ranging from 8 million to 20 million opened the doors of their business to their peers via video and a live stage presentation with Nexstar Business Coach Denise Swafford. John and Josh Ward, owners of Applewood Plumbing, Heating & Electric of Denver, Colorado, Mark Evans, owner of Burton AC/Heating, Plumbing and More of Omaha, Nebraska and Jeff Belk, owner of Plumbline Services of Denver Colorado shared these strategies for success:

High Impact Management Activity #1 - Creating a Culture

• Culture starts with the direction of the owner, so be clear on what you’re striving for. Communicate your vision to your employees
• Show your team that you’re willing to do whatever it takes to be successful. If they’re working late, you should stay late
• Set goals and translate them to employees
• Make sure your goals are smart:

S – Specific

M - Measurable

A – Attainable

R – Relevant

T – Time Bound

• Post your goals in places where you will see them frequently

High Impact Management Activity #2 - People Development

• Place a constant focus on recruiting the right people
• Utilize profile/personality testing as part of the hiring process
• Offer top of the line benefit and incentive packages
• Create a fun work environment so employees want to stay
• Recognize employee accomplishments
• Show employees you care about them as people
• Recognize that employees have families and lives outside of work

High Impact Management Activity #3 - Marketing and Advertising

• Budget a significant amount of revue to branding an marketing to realize significant and predictable growth each year.
• Plan and develop advertising campaigns.
• Incorporate social media into your branding and marketing strategy
• Measure the effectiveness of your advertising

High Impact Management Activity #4 - Sales and Operations

• Identify the person responsible for training within your company
• Send employees to appropriate training on sales, customer service, technical and/or management
• Conduct regular staff meetings
• Show employees you want to help make them successful
• Have a proactive approach to your call center, focused on making outbound calls
• Regularly record phone calls and use them to train your CSR’s
• Dispatch the right tech to each call
• Ride along with your technicians on a regular basis 

High Impact Management Activity #5 - Financial Management

• Plan and stick to a budget and measure performance against that budget
• Receive timely and accurate departmentalized financial statements
• Meet daily to review progress and make adjustments, as needed