I’m always amazed at how disorganised most businesses are. The huge amount of opportunities that fall by the wayside due to poor management. Let me tell you what happened to me recently.

I stopped off at my local dealership as I was interested in updating my current vehicle. This dealership is very well-known and spend a fortune on advertising trying to attract more buyers.

I walked in to the new car division and was greeted by a saleswoman. I made some general enquiries and at the end of our conversation decided it wasn't worthwhile purchasing a new vehicle at that time. The salesperson didn't know what questions to ask me and relied on me asking all the questions. She obviously hadn't been trained in selling. When I left she didn't even ask me for my contact details.

I then walked over to the Used Car division. There were two salesmen filling in the afternoon, chatting about the cricket. I had to interrupt their very important conversation to get some assistance. I then asked all the relevant questions (remember I'm the buyer here, not the seller... it should have been the other way around) and I looked at a couple of different cars. Not once did the salesman try to point out the benefits of the cars. All he did was watch me. When I said "thanks very much for your time", he said "have a great day".

Again, there was an opportunity to sell me and he did nothing!

I went to a seminar and heard a well-known agent speak about how they have successfully built their business and how much they really look after their clients.

A couple of weeks later, I rang one of his agents as I was interested in a particular development. I left a message and mentioned that I was seriously looking and to call me back. I had to ring three days later as the call was never returned. The saleswoman gave no apology and was in fact very unfriendly. (Possibly because it was a Sunday). I asked her a few questions and it turned out there wasn't a suitable apartment in the block that would fit my scenario. Instead of asking for all my contact details, she just hung up!

First of all the owners of these businesses should have their people undertake regular training on selling and communicating. Not only that... and this is a big one, they need to learn how to follow up. These 'salespeople' should have asked for my contact details and had a system to stay in contact with me. At some stage the right product to suit my needs could become available and all they had to do was call an already 'hot prospect'.

• Train your people... constantly. You can't be an expert in everything, send your people out to conferences, seminars and workshops so they can gain valuable skills and utilise them in your business. Make sure you go as well.

At many of my public workshops on "How to Have Less Mess, Less Stress and More Success", quite often business owners and managers send their staff along. Their people gain great benefit from attending, although without a doubt, the staff's biggest challenge is management. It's the management who need to attend the most as they can influence change.

Two weeks ago I attended a Bob Proctor Seminar entitled "You Were Born Rich". A key statement that I picked up on was "You don't have to be sick to be better".

I interpreted that statement as you need to be proactive. Don't wait until your business, your health or your personal life is falling apart, always look at ways of improving even when life is going well.

• Learn how to get organised and manage your time. Business owners are generally too busy being reactive and don't spend time developing themselves and their people which in turn will develop their business and ultimately make them more money. They'll also discover how to have more work/life balance.
  
• Invest in the services of a business coach. A good coach will have 'the rungs on the board' and should also be a good role model of what they do. They'll show you how to work smarter, not harder. Before signing any agreement, check them out. Speak to other people they've worked with.

Don't be afraid to invest money in this area. If you can learn how to develop your business so that it runs effectively and is more profitable... why wouldn't you do so?

A business coach takes a holistic approach to help you develop your business. They'll show you how to have more time, more money and more life. The benefits you gain will far outweigh the investment you make.

• Get fit and healthy. You'll feel good, look good and be more productive.

What are you going to do differently this year so that you can be better? What actions have you taken so far? And if you haven't done anything yet... what are you waiting for?

The results you achieve in your life whether at work or home are directly down to you. So take charge of your life now. Time flies by so quickly... and before you know it, Easter will be here.

Lorraine Pirihi is the founder of productivityqueen.com and creator of “The Productivity and Profit System” the complete one-on-one training program for solopreneurs and small businesses.

Lorraine is also the celebrated author of “The Productivity and Profit Home Study System” which helps you to easily organize your time, your marketing, your people and your systems so you are much more profitable and have time to enjoy life. This is available at www.productivityqueen.com Online Store.

Lorraine is a productivity expert, leading business coach, author and speaker. She’s known for her practical approach, combining a unique blend of innovative, straight-shooter, no-fluff strategies that really work. Being in her own business for over a decade she is committed to helping small business owners and entrepreneurs work less, earn more and have a life!

She is a well known and respected expert on showing small business owners how to free up their time, organise their systems and their marketing so they make more money and enjoy more time off.