Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Is Sales Training Worth the Investment?

Transcript

Is Sales Training Worth the Investment? · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. It's available on YouTube, Apple
• 0:04
  Podcasts, and Spotify. I'm your host Tava Shima Aidi.
• 0:09
  Today is going to be a noisy episode because everyone is home
• 0:12
  and it's late at night so expect to hear some interruptions.
• 0:15
  If you'd love to connect and explore opportunities with me,
• 0:18
  then call me on 08064662140 or WhatsApp me on the same number.
• 0:24
  The country code is +234. For those of you who are not
• 0:26
  Nigerian for social media, connect with me on LinkedIn
• 0:30
  because if you try reaching out to me any other place, you
• 0:33
  probably won't hear from me until another month or so.
• 0:36
  But for LinkedIn, I'm there every other day.
• 0:39
  So today, the question that I would like us to tackle is how
• 0:41
  I, sorry, not I, how you or we, how all of us can measure the
• 0:47
  ROI of sales enablement. Now this one is a very technical
• 0:52
  sounding question precisely because the first person who
• 0:56
  sent it to me was technical minded person was running a
• 0:59
  business. We're about to have started an
• 1:01
  engagement and the fellow wanted to know what is the ROI if we
• 1:05
  decide to go ahead. So let me see if I can define a
• 1:07
  bunch of terms to make all of us understand what this question
• 1:12
  entails and so that you newbies can know what an ROI is and get
• 1:17
  to the crux of this question. Now, whenever you hear someone
• 1:22
  say ROI, OK, let me put it, let me rewind, OK, On this podcast,
• 1:28
  remember that I don't use technically precise definitions.
• 1:33
  Rather, I like to use working definitions so that whoever is
• 1:36
  listening to this show can understand exactly what it is
• 1:39
  that is being said and know what the next step is.
• 1:42
  So this definition of ROI that I'm going to give you is kind of
• 1:45
  limited, but it gets to the heart of what it is that it gets
• 1:50
  to the Coco of the matter. So on this podcast or in real
• 1:55
  life or whenever you hear the term ROI, what people are asking
• 1:59
  about is just how soon can I make my money back or how much
• 2:04
  money am I going to make from XYZ or when will I start seeing
• 2:10
  financial returns from this thing that we are doing.
• 2:14
  So whenever you hear anybody say ROI in a business context, it
• 2:19
  just means return on investment. But basically what that person
• 2:23
  is telling you is this or rather what the person is asking you is
• 2:25
  this, how soon am I going to make my money back?
• 2:29
  You say you and I should do business, I will drop 500 K,
• 2:33
  you, you drop 500 K ROI just means how soon am I going to get
• 2:38
  my 500K back or how much money am I going to make on top this
• 2:43
  500K that I'm dropping? Or when will I start seeing
• 2:47
  returns on top this 500K that I'm dropping?
• 2:50
  If I'm dropping this 500K in January, when am I going to
• 2:53
  start seeing returns? Do I have to wait until March?
• 2:57
  Do I have to wait until November?
• 2:59
  Or do I have to wait until January of next year?
• 3:02
  So basically, that's just what ROI means.
• 3:04
  How soon is my money going to come back?
• 3:07
  How much money will I make? When will I start seeing the
• 3:10
  money? So why should people be asking
• 3:14
  these sorts of questions? When are you going to get the,
• 3:17
  what is the ROI of your sales enablement?
• 3:19
  If you've been listening to the podcast for a while, you know
• 3:21
  that we've been talking about sales enablement.
• 3:25
  What sales enablement just means basically is all the investments
• 3:29
  that we make in training and in processes and framework and
• 3:33
  technology, Basically all those things that we do to make sure
• 3:36
  that our employees can sell better or to make sure that you
• 3:41
  can sell better, to make sure that the whole team can sell
• 3:45
  better and move your business forward.
• 3:47
  So the summary of this question, how can I measure the ROI of
• 3:50
  sales enablement? People are just trying to figure
• 3:52
  out if I invest money in training my staff, if I invest
• 3:59
  money in creating processes, if I invest money in getting a
• 4:04
  sales consultant like me come and give my folks a framework,
• 4:07
  and if I invest money in technology like ACRM or
• 4:11
  whatever, when am I going to see my money back?
• 4:16
  How much money am I going to make?
• 4:18
  When will I start seeing returns?
• 4:20
  So that is just the crux of this question.
• 4:23
  Now, the reason why people ask this question, ask me this
• 4:26
  question, and the reason why you should ask this question of
• 4:29
  whichever sales trainer or whichever business consultant
• 4:32
  you're trying to engage is because sales interventions are
• 4:37
  expensive. Whether you get me or you get
• 4:40
  someone else is going to cost you quite a bit of money, so
• 4:44
  it's not a good idea to flush money down the toilet.
• 4:46
  So before you engage the services or a professional, you
• 4:50
  want to have a fair idea of these sorts of things.
• 4:52
  You want to know what's up before pulling the trigger so
• 4:54
  that you know if you have what it takes before you continue.
• 4:59
  So what kind of results should you be looking for if you're
• 5:03
  going to engage someone to come up with training for you and
• 5:07
  your team, processes for you and your team, frameworks for you
• 5:11
  and your team, or technology for you and your team to help you
• 5:15
  guys sell better? So these are the things that you
• 5:18
  should be looking looking at what kind of results you should
• 5:20
  be looking for. Now, the way I like to advise my
• 5:22
  clients is this. There are two kinds of change
• 5:25
  that we should be looking for, or two kinds of results.
• 5:28
  There's qualitative results and there's quantitative results.
• 5:33
  Now qualitative results is just behaviour change.
• 5:37
  So what that means is by the time we start this thing, I
• 5:39
  start training you guys, we start coming up with processes
• 5:41
  and frameworks and we start rolling out technology, whether
• 5:45
  it's a proper CRM or whether it's you will start using Excel
• 5:48
  or whether you buy Diaries for everybody.
• 5:50
  And yeah, the more I talk to people, I find out surprisingly
• 5:53
  that people still use Diaries to get their business in shape.
• 5:57
  And it's not bad. In fact, those of you who are
• 6:01
  doing Diaries right now are way better off than people who are
• 6:05
  not doing absolutely anything at all.
• 6:07
  So props to you, you know, continue.
• 6:09
  Yes, eventually we'll have to evolve beyond the diary, but for
• 6:11
  now that's what you're using. That's cool.
• 6:13
  So when I tell business owners who try and ask me all these
• 6:17
  questions, ROI, when am I going to see my money back?
• 6:19
  How much amount money are we going to make?
• 6:22
  The sales people that we have now that are selling, you know,
• 6:24
  1010 K every month, How soon can we get them to selling 3030 K
• 6:27
  every month or 50K every month? So the 1st result that we're
• 6:31
  going to see is qualitative change.
• 6:32
  Qualitative change just means behaviour change.
• 6:36
  Now behaviour change just means people start doing things
• 6:39
  different. It is that behaviour change, the
• 6:44
  qualitative change that leads to quantitative change.
• 6:47
  The naira and cobo change. So those of you who own
• 6:50
  businesses and you have sales team or you have people that you
• 6:54
  work with, you're always concerned about naira and Cobo
• 6:57
  change. There are global change will
• 6:59
  come, but the change that has to come first, the results that
• 7:02
  have to come first is qualitative change, behaviour
• 7:05
  change. So if I'm able to get your team,
• 7:08
  members of your team to start prospecting, For instance, let's
• 7:12
  say you have an organization and before now you guys have never
• 7:16
  thought of prospecting. So what you've been doing is
• 7:18
  social media activities, blah, blah, blah, you know, things
• 7:21
  like that, putting out Flyers. But then we want to start
• 7:25
  engaging in some aggressive behaviour to to grow the
• 7:28
  business. If we get your people going out
• 7:32
  and talking to strangers one-on-one, whether it's trade
• 7:34
  shows or going to people's houses or going to people's
• 7:36
  offices. If we see that behaviour change
• 7:40
  first, it is then that we're now going to see the quantitative
• 7:44
  results, the naira and Kobo change that will start to grow
• 7:47
  and grow. So the very first thing that I
• 7:49
  tell folks is yes, Naran Kobo is going to come, but in the
• 7:53
  beginning let us focus on behaviour change.
• 7:56
  If we can get people to start doing the small, small
• 7:59
  behaviours, then the business growth is going to follow.
• 8:04
  So the things that we need to sort out beforehand, before we
• 8:07
  start working together or before you engage a consultant is this.
• 8:11
  You need to have very clear business objectives.
• 8:15
  The reason why I'm saying this is because sometimes you get a
• 8:17
  consultant and then you're trying to fix too many things,
• 8:20
  but you'd only be focusing on fixing one thing at a time.
• 8:23
  Because if you're trying to fix too many things, there are too
• 8:25
  many goal posts. If you're trying to change too
• 8:28
  many behaviours and things like that, then it makes it harder to
• 8:31
  arrive at the Naira and Kobo change that.
• 8:34
  I'm talking about South, back to that example where I said we're
• 8:37
  trying to get people to prospect.
• 8:38
  We're trying to get people to go out and knock on doors.
• 8:42
  If we're trying to get the team to go out to business fairs and
• 8:45
  to drop Flyers and to visit people's offices.
• 8:48
  And then at the same time we're changing advertising copy.
• 8:51
  And then at the same time we're changing the website and at the
• 8:55
  same time, let's say we're redoing the branding.
• 8:57
  You know, that's a bit too much. Trying to figure out what's
• 9:01
  working, what's not working. Under those circumstances where
• 9:03
  we're changing too many things, it's going to make it difficult
• 9:08
  for us to inspire the change that we want in our team because
• 9:13
  your attention is going to be split and we're not even going
• 9:15
  to know where we're making progress and how we're making
• 9:17
  progress. So First off, we just need some
• 9:20
  very, very simple, clear objectives and let's only fix
• 9:23
  one thing at a time. And then if you want the best
• 9:27
  ROI on the money that you're putting in to train your team to
• 9:31
  build processes and frameworks and then to start implementing
• 9:34
  technology so that you guys sell better, you need to be clear
• 9:37
  about what you're aiming for. Is it productivity that we're
• 9:40
  trying to improve? What productivity?
• 9:42
  Productivity means is this, you have 5 sales people.
• 9:47
  How many deals are they closing per 1010 conversations or 2020
• 9:51
  conversations or hundred hundred conversations?
• 9:53
  That's just what it means. So let's say you have a shop.
• 9:57
  Productivity is if 50 people walk into the shop during into
• 10:01
  the store, forgive me during the week, how many people walk out
• 10:05
  and how many people bought. So that is what sales
• 10:08
  productivity is. We're looking at the number of
• 10:11
  contacts that we come in contact with every day or every week.
• 10:14
  So every 1010 people, every hundred hundred people, every
• 10:18
  1000 people that we come across, how many deals did we close?
• 10:22
  Sales productivity, sorry, sales productivity just means we're
• 10:26
  trying to move up from selling 1010 people every week to maybe
• 10:29
  each person selling 1212 or 15. It looks like it's small.
• 10:35
  But The thing is, if you consider the deal size, the
• 10:38
  amount of money people are spending and the profit margins,
• 10:40
  you will see that the jump from 11:50, even though it looks like
• 10:43
  small, actually it's not bad, especially if you have a large
• 10:46
  team. Maybe you have, OK, no, maybe
• 10:50
  no, not even large team, even small teams.
• 10:52
  If you have three or four people selling from you, if you're
• 10:55
  making such small leaps like that, from selling 1010 people
• 10:59
  every week to selling 12 or 15 every week, you notice that
• 11:02
  there's a significant difference.
• 11:04
  So what are we trying to care for?
• 11:06
  Number one, are we trying to care for productivity to make
• 11:09
  sure that closing ratio goes up so that if Chukudi normally
• 11:13
  closes like 3 deals, if you talk to 10 people, let's say how we
• 11:16
  can get Chukudi to go from 3:00 to 5:00, then there's average
• 11:20
  deal size. Average deal size is about the
• 11:23
  amount of money that people drop when they're doing business with
• 11:26
  you. So back in the photography, my
• 11:28
  wedding photography days, you meet a client, you show them
• 11:32
  your packages. Gold package, silver package,
• 11:34
  Platinum package. No, sorry, hold on.
• 11:37
  I see the other way around. Platinum package.
• 11:40
  OK, Platinum should be higher, so that will be OK.
• 11:43
  Let me say diamond package, platinum package, gold package.
• 11:48
  So you show them the packages. So average deal sizes, you run
• 11:53
  into 10 people during the week or I said during the month you
• 11:58
  close three, all those people, the three that you close on
• 12:02
  average, how much money are they spending?
• 12:04
  Is everybody going for gold, Gold package, which is the
• 12:07
  least? Was everybody going for
• 12:08
  diamonds, diamond package package which is the biggest,
• 12:11
  while most people in the middle, which is your platinum package.
• 12:15
  So those are the questions I'm asking, average deal size, the
• 12:18
  people that come on average, how much do they spend?
• 12:21
  Does each person spend 10K each time or is this person spending
• 12:25
  350K each time? So those are the questions we're
• 12:28
  trying to ask ourselves. So sometimes the challenge, what
• 12:31
  we're trying to aim for is that we're trying to make sure that
• 12:35
  each person that enters into the shop or each person that hits us
• 12:38
  up on the Instagram page. Let's say in the past for 2023,
• 12:42
  on average, people were spending 2525 K.
• 12:45
  We're trying to see how for 2024 or for 2025, see how we can make
• 12:49
  sure that on average people are not spending 25K, but let's say
• 12:52
  they are spending 35 or 45. So that's another way that we
• 12:58
  can grow the business. So sales productivity.
• 13:02
  So sales productivity, how many people did we close?
• 13:06
  Then average deal size for the people that we closed, how much
• 13:09
  money did they spend? Then another thing that we can
• 13:12
  be trying to tweak is the sales cycle length.
• 13:16
  What that means is how long are deals taking basically?
• 13:21
  Because if deals are taking, if it's taking a salespeople 6
• 13:25
  months to close the deal, you'll be making a whole lot of money
• 13:29
  if you're able to get them to close the deal in a shorter
• 13:31
  period of time. So let's say one person takes
• 13:34
  six months to close the deal, but you're able to get that down
• 13:37
  from six months to maybe three months to close the deal in half
• 13:39
  the time. Then that means instead of doing
• 13:42
  6 months and closing one deal, a person can spend 6 months and
• 13:46
  end up closing 2 deals. You think so?
• 13:49
  Sometimes we're able to reduce the length of time we're able to
• 13:52
  increase the amount of deals that we can close.
• 13:55
  So when we're looking at ROI, that was return on investment.
• 14:01
  How soon will I make my money back?
• 14:04
  How much money am I going to make?
• 14:06
  When will I start seeing returns?
• 14:08
  These are some of the things that are going to determine when
• 14:11
  these things will happen. Is it sales productivity we're
• 14:14
  trying to increase? Are we trying to get our closing
• 14:16
  rate up so that we can go from 10/10 to 12/12, you know, to 15
• 14:21
  to whatever? Or is the average deal size?
• 14:23
  Are we trying to make sure that in the past people have been
• 14:25
  spending 100K when they turn to the shop?
• 14:27
  We want to make sure now that when each person leaves the
• 14:30
  shop, they spend at least 135 K. Is that what we're aiming for?
• 14:34
  Or sales length cycle? If he's taking Shukudi 2 weeks
• 14:39
  to close the deal with one person, is it possible to see
• 14:42
  how we can get Shukudi to close the deal in 10 days instead of
• 14:46
  two weeks or in one week instead of two weeks?
• 14:49
  So those are the sorts of things that we should be looking at.
• 14:53
  So we just have to make sure with these examples that I'm
• 14:56
  giving, that we're trying to tweak only one thing at a time.
• 15:01
  If we're trying to do too many things, if we're trying to do
• 15:04
  everything, there'll be confusion.
• 15:06
  Our focus would be divided and then of course, we're not going
• 15:10
  to be managing you and your sales team very well.
• 15:13
  So we have to make sure that the focus is tightly, I put it
• 15:20
  tightly, limited or very targeted.
• 15:21
  Let me put it that we need to have targeted focus.
• 15:25
  Then let's see what else? Data.
• 15:29
  Data just means information or figures or well anyway, you know
• 15:35
  what data means nothing for me to explain.
• 15:37
  So in trying to do all these things, we need to be keeping
• 15:39
  track of data. On the productivity thing, we
• 15:41
  need to be tracking, so the salespeople, how much was
• 15:45
  Chukwudi selling for 2023? We also need to be tracking how
• 15:49
  much people spend on average so that the end of the year we can
• 15:52
  say we had these number of clients, these number of
• 15:54
  transactions. I now add everything up, do the
• 15:56
  dividing and then get the average deal size.
• 15:59
  Then we also need to track information so that we know how
• 16:03
  long it takes to close the deal. OK, when did Chukudi start
• 16:06
  conversations with Madame Morgan?
• 16:08
  OK, January 1st. When did the deal closed?
• 16:11
  The deal closed April 14th. And then you look at the next
• 16:14
  client and then you look and you look and you look, and after a
• 16:17
  while you're going to be able to see that.
• 16:18
  OK, Chukudi on average is taking 3, three months to close a deal
• 16:23
  with each client. So that gives you a sense of
• 16:25
  what the sales cycle length is. So we need to be tracking data.
• 16:30
  We need to be writing this information down, whether it is
• 16:33
  a diary that we're writing these things down one by one or
• 16:36
  whether we're using a proper CRM or whether we're using Excel.
• 16:39
  We have to be tracking all these data.
• 16:41
  So track data, how you use it, how are you doing it?
• 16:45
  Are you doing the Excel? Is this CRM, is it diary?
• 16:48
  Just make sure you track it sharp because we need this
• 16:51
  information to be able to answer this first question.
• 16:54
  If you want to know how soon can I make my money back and you're
• 16:58
  dropping let's say 500 K into this training, Then if we have
• 17:03
  information of how much was your sales, how long has your sales
• 17:08
  team been taken to close the deal?
• 17:10
  And we know how many people that they're talking to on average,
• 17:14
  how many deals that they close and how long it takes them to
• 17:17
  close that deal. It is then that we can do some
• 17:19
  math and say that look, OK, you're dropping 500 kid.
• 17:22
  Now if we train these people and we're able to get them to
• 17:26
  instead of closing 1010 deals every month, we get them to
• 17:31
  close maybe 12 deals. Let's say we're using a borders
• 17:33
  goal. We can able to we can look at
• 17:36
  the numbers and say OK, from 11:50 at this rate of how long
• 17:43
  it takes to close the deal, you can calculate something and say
• 17:45
  OK, you know our Bros with this thing.
• 17:48
  Now, even if we get them to close an extra one or two deals,
• 17:52
  worst case scenario like one month, you're just asking your
• 17:54
  money back. So we can only do this math if
• 17:57
  you, the business owner, has been keeping the data and has
• 18:01
  been tracking the data. If we haven't been doing that,
• 18:05
  then the first time we're going to work together or the first
• 18:07
  time that you called in a consultant, the first couple of
• 18:12
  days, the first month might be used to just set the baselines.
• 18:17
  Setting the baselines just means, OK, we've entered before
• 18:20
  we start talking about performance improvement, we even
• 18:23
  need to establish like what is it that we have met on ground?
• 18:25
  What is going on? How many deals has this person
• 18:28
  been closing? How many deals has that person
• 18:30
  been closing? You know, we're now trying to
• 18:31
  figure out all these things before we now start talking
• 18:33
  about what the progress is going to be like.
• 18:36
  Now I understand that for those of you who really want Naira and
• 18:40
  Kobo growth, all these things I've been saying has not
• 18:43
  answered your question, I understand.
• 18:45
  So let me just try and give you guys some rough estimation if
• 18:50
  you want to know the cold hard truth.
• 18:53
  How long before we start seeing Naira and Kobo in the bank
• 18:56
  account? On top of this money that I'm
• 18:58
  investing in my team, I'm paying you to come and train them while
• 19:02
  implementing technology, while coming up with processes.
• 19:04
  When will I start seeing naira and Kobo?
• 19:08
  Unfortunately, it depends. How complex is the intervention?
• 19:13
  How many things are we trying to solve?
• 19:16
  The more things we're trying to solve, the longer it will take
• 19:18
  for the money to come back. If we're trying to solve
• 19:21
  smaller, smaller things, then the shorter.
• 19:23
  It also depends on the maturity of the sales teams.
• 19:27
  If you have people who are new, new people take a long time to
• 19:30
  ginger, you know, to ramp up. As we say in these circles, they
• 19:35
  take a longer time to ginger and become much more effective.
• 19:38
  But if you have a mature team, that one is different because,
• 19:42
  excuse me, a mature team, mature salespeople, especially if
• 19:47
  they're bought in and able to take action, they'll be able to
• 19:50
  move sharp, sharp, like, OK, you say we should do like this.
• 19:53
  You say we should do like that. They can hit the field and do
• 19:55
  this and do that. And then you can start seeing
• 19:56
  immediate results. And then of course, like I said,
• 20:00
  also depends on how much data it is you have and how much
• 20:03
  tracking that you did. But as a general rule, with my
• 20:07
  experience so far, I like to tell people that look, expect to
• 20:12
  see some change between three and six months.
• 20:16
  Now some of you might shout three months, OK, at least you
• 20:23
  have a yardstick that you're looking for.
• 20:25
  You can now gather yourself. You will now know whether you
• 20:27
  have enough bank, whether you have enough in savings, whether
• 20:31
  you have enough you run your financial projections, whether
• 20:33
  you can afford to do this sort of thing, or what is it you're
• 20:37
  going to change here? What is it that you're going to
• 20:39
  change there? However, because it might take
• 20:44
  three to six months does not mean if you don't have three to
• 20:48
  six months worth of money to pay, it doesn't mean you should
• 20:51
  not do anything. Part of the reason why I make
• 20:54
  the podcast is because I want people to be able to have free
• 20:58
  resources that they can use to make their businesses better.
• 21:02
  That's part of it. So even if you don't have that
• 21:06
  kind of bar with you right now, listen to shows like this one or
• 21:11
  other useful resources and then start implementing one or two
• 21:15
  things before you reach out to this consultant.
• 21:18
  So if you like my stuff, listen to podcast episodes, make a note
• 21:23
  on one or two things. Start implementing it with your
• 21:26
  salespeople, with your business partner, with your investors,
• 21:28
  with your whoever. Start implementing it now, now,
• 21:31
  now, now. At least if you start
• 21:33
  implementing one or two things and you run it like that for
• 21:35
  maybe two or three months before you call me, you guys have made
• 21:38
  some progress. You're familiar with my methods,
• 21:41
  you're familiar with my philosophy.
• 21:43
  Those are the kind of things that you do that can shorten the
• 21:46
  amount of time before you start seeing Naira and Cobra returns.
• 21:50
  And like I say on the podcast, it doesn't have to be me.
• 21:53
  Whoever it is that you like, anybody that is like you guys
• 21:58
  are vibing, like you guys have the same philosophy.
• 22:01
  The reason why I say start with there is because if you guys
• 22:04
  kind of vibe like you hear this guy or hear this baby I like, I
• 22:07
  like the way she they reason, then you'll make it easier for
• 22:10
  you to apply. And remember what I said about
• 22:13
  behavioral change. It is from the behavioral
• 22:16
  change. It is from the applying that the
• 22:18
  progress is now going to come. So that's why I say to start
• 22:21
  with the person that you feel them, you feel their style or
• 22:25
  this behavior. I like her style, this guy, I
• 22:27
  like his style. You know that sort of thing.
• 22:30
  Then let's see what else. Also, another reason why I say
• 22:35
  use resources like this for a while is because it will start
• 22:39
  getting your team, you know, your business partner or you
• 22:44
  know the people that you want to sell for you.
• 22:47
  It will get them into the habit. It will get them into the habit
• 22:51
  of, look, we're trying to improve ourselves.
• 22:52
  We're trying to grow. Apart from that, it is also
• 22:55
  going to introduce the team to the idea of greater
• 22:58
  accountability. The reason why I'm stressing
• 23:01
  this one is because if you've had a team before, you guys have
• 23:05
  been rolling for like maybe one year, you've not been doing
• 23:10
  anything. The day you tell them that, OK,
• 23:13
  I'm bringing the consultant, we're going to do this, we're
• 23:14
  going to, they're going to do that, there will be huge
• 23:17
  resistance. Nobody likes change.
• 23:20
  People have been happy with the way things are going before.
• 23:22
  If you're introducing a consultant now be as if you're
• 23:25
  just shaking the table unnecessarily.
• 23:27
  But if you start, let's say for the last two months you've been
• 23:30
  telling them, listen to this episode, do this, do this today,
• 23:33
  we'll do this today, we'll do that.
• 23:34
  They are already kind of getting into this habit of, OK, now we
• 23:37
  have to be much more accountable.
• 23:39
  Now we have to be much more productive.
• 23:41
  Now we have to be much more forward thinking.
• 23:43
  So that the day you say, Oh yeah, this is your trainer, you
• 23:46
  know, it's kind of expected because people are like pool,
• 23:48
  they will know like, OK, Auger or Madam has been doing this
• 23:53
  thing for the last 3-4 months. OK.
• 23:54
  So this is not a surprise. The amount of resistance that
• 23:57
  will be there will be less. So these are the sorts of things
• 24:00
  that if you put in place before you engage the services of a
• 24:04
  consultant, you'll be able to limit the length of time that it
• 24:10
  will take for your money to start coming back.
• 24:14
  We'll also give you a sense of how much money you're going to
• 24:17
  make by the time you bring somebody into the organization
• 24:20
  and let's see what else and then you get the whole drift.
• 24:24
  Bottom line, what I'm trying to let you guys know is if you're
• 24:28
  thinking about engaging a consultant, engaging someone
• 24:31
  like me to come in, doesn't matter whether it's sales or
• 24:33
  branding or public relations or marketing or whatever, you're
• 24:39
  not being unreasonable and you're not being cheap.
• 24:41
  If you start asking these questions that look or a
• 24:43
  consultant, what is the ROI? How soon will I make my money
• 24:47
  back? How much money am I going to
• 24:49
  make? Or when will I start seeing my
• 24:51
  money coming in? You're not being unreasonable.
• 24:53
  You're not being cheap. It's a reasonable question to
• 24:56
  ask. But rest assured, if you pick a
• 24:58
  competent professional, we'll be able to give you some sort of
• 25:02
  answer, no matter how vague or no matter how imprecise.
• 25:07
  But we'll be able to give you some sort of answer, and we
• 25:10
  should be able to answer it with some level of confidence.
• 25:13
  And if you don't feel confident, please don't go ahead because
• 25:16
  this also effects the rate of return, the amount of return and
• 25:21
  the time of return and the money that you're investing.
• 25:24
  If you say, let me just do this thing because my business
• 25:27
  partner says that, but then there's no motivation.
• 25:31
  I am, you know, pushing your crew and you're not.
• 25:34
  There's no follow through to make sure that everybody does
• 25:37
  what they're supposed to do. These are the things that can
• 25:40
  affect the returns, whether the behavioural change will come and
• 25:44
  whether the naira and cobo change will follow.
• 25:47
  So if you're not bought in, if you don't believe, if you don't
• 25:49
  feel it, then just don't. Don't do it.
• 25:51
  You know it's not by force. OK, so almost 30 minutes.
• 25:55
  So let me bring it to a close. That's all for today pretty
• 25:58
  much. Thank you very much for your
• 26:00
  time and attention and remember that if you'd love to connect
• 26:03
  and explore opportunities with me, call me 08064662140 or
• 26:10
  WhatsApp me on the same number. The country code again is +234.
• 26:14
  For those of you who are not Nigerian and for social media,
• 26:17
  connect with me on LinkedIn. Thanks for your time and
• 26:19
  attention. I'll catch you guys tomorrow.