Is Your Team on PACE?

Hiring is a good Thing

Needing to hire new people is a good thing.  It means that your business is growing, or at least changing.   In a perfect world, you get to hand-pick your new employees knowing everything about them before they even walk through the door for their interview.

Coaching help build a positive attitude

But you don’t.  So it’s important to consider key factors when going through the interview process. We use an acronym PACE™ with our clients:  Positive + Attitude + Crew, = Excellence.  Now is an excellent time for a quick examination of these interrelated concepts.

Positive:  Interview specifically looking for the person who will most positively embrace your core values.  Quite possibly this may not be the one who has the best resume or GPA.  Remember that having someone on your team who cares about the things you do is a far more desirable factor.

The importance of having your team on the same page cannot be stressed enough.  It is what keeps you all working towards the company goals.  That concept should be in the forefront as you conduct your interview.   You need someone who embraces your values; it cannot be taught, either they have it or they don’t.  Finding that positive person will have a positive effect on your company.

Attitude:  Attitude is another quality you need to evaluate during an interview.  It refers to how your candidate shows their opinions or outlook through behavior. How does this person listen and react to things you are saying?  Do they have any insight into the position for which they are applying?  Consider things like their temperament and level of common sense.

Crew:  How and where will this person fit in with your existing team?  If you have more than one candidate, bring them together for the interview.  You will learn a lot about a person when you see how they interact with others, particularly those who are vying for the same position.  Listen to what they say and how they treat each other, this is a great way to find out how they’ll interact with your Crew.

Excellence:  Workplace excellence is an obvious goal yet one that deserves a mention.  Projecting your expectation of excellence during the interview will resonate with your future employees.  This is not just at the personal level, but at your measurable company level. They will know they are entering a well-oiled machine that has tools in place to monitor and correct on a weekly, quarterly and yearly basis.

You need people who are on board from the very beginning, people who are with you for the long haul.  Remember PACE = Positive + Attitude + Crew = Excellence for your company and in your culture.  PACE is at the heart of our 4-hour hiring process; want to learn more contact us today!

If you would like to have a Review Session of your Culture and Team with coach Thom Torode, click here to schedule.

Thom Torode is a NJ based Professional Executive & Business Coach and EOS Implementer. Having owned and operated over 5 different businesses he is currently the Managing Director for Sunrise Business Advisors.   Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

What is a Business Advisor?

Have you ever felt like you’re “buried in the weeds”?

 Do you feel like your business could be more profitable if you only had someone to advise you on how to keep things on track?  Does the idea of hiring a business advisor seem extravagant or mean that you have failed?  Not at all, so maybe it’s time to consider the value of bringing in someone with a different perspective.

A trusted business advisor can help you at all levels, having experience as an entrepreneur as well as coaching others grow their business.  You don’t need to have a multi-million dollar, or even a multi-$100,000, company to justify hiring an advisor. If you are committed, assessing where you are and getting you to where you want to be is more than worth the time and money you will invest.

Expect to fill out an online assessment questionnaire that will give the business advisor a good idea of your current state and your objective.  Like the forms you need to fill out before seeing your doctor, this step is important for the advisor begin to develop a plan just for you.  

What’s my Time Commitment?

You will then meet with your advisor for a free 60-90 minute consultation.  The first discussion will be to clarify your vision, or mission statement, by identifying your core values.  At this time you’ll discuss the status of your company, review the questionnaire and brainstorm ideas on guiding you to your vision.  Listening to your advisor is key because you want to get the most benefit from their experience. Value that will be added to your bottom line when you work together.

Generally you will meet with your advisor weekly or bi-weekly for a couple of hours, depending on the terms you agreed on together.  In addition, you may call or email if you need to discuss an issue before your next face-to-face.  Advisor accessibility is part of the package.

Where do we start?

You will delve into the strength of your corporate vision and culture.  It is not uncommon to have miscommunication between the leader(s) and team members regarding vision, issues and processes. Your advisor will coach you through anything from setting up metrics to track important numbers, personnel evaluation, efficient meetings and goal setting.

Quarterly group sessions that focus on setting and attaining goals are offered free of charge to the clients.  Attending these half-day sessions are important because they get you out of your day-to-day tasks while you brainstorm issues with like-minded business owners.  Since these sessions are open to the public, you might consider paying the entrance fee so you can see the advisor in action.  You will be inspired and energized at the very least, and it will give you a glimpse into how this advisor could benefit you in an on-going capacity.

Your advisor’s goal is help your company grow.

Thom Torode, MBA Certified Business & Executive Leadership Coach, EOS Implementor

Generating more money does not automatically mean that your profits will rise.  Your business advisor will work with you to establish the processes you need from the ground up.  With these tools in place you’ll will know exactly where your company is because you’ll be tracking the right data.  Your people will be better informed and focused.  You’ll minimize wasted time and money.  Your company will be healthy and profits will rise.  When you have a question or concern, your business advisor is only a phone call away.

If you would like to have a Review Session with coach Thom Torode, click here to schedule.

Thom Torode is a NJ based Professional Executive & Business Coach and EOS Implementer. Having owned and operated over 5 different businesses he is currently the Managing Director for Sunrise Business Advisors.   Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Business Vision is the foundation of any business

Business Vision

Business Vision Concept

EOS is Comprised of Six Key Components:

Business Vision, People, Data, Issues, Process, and Traction. While these are all interrelated, it is important to understand each aspect individually in relation to your business.  Each of the six components of EOS defines where to focus efforts to keep you attaining your goals.  When each component is optimized your business will be unstoppable.

Now we’ll concentrate on the Vision aspect of EOS.

Think about your business’ mission statement, this is the Business Vision that helps determine the goals you set in order to be successful.  You need to have both a short-term and a long-term view of where you want to be.

Your Vision should include what makes your products and/or services stand out if you are going to convince customers to choose you every time.  It is essential to know your target market and identify your competition so you can effectively tailor your marketing efforts.

Are your employees aware of your Vision?

This is crucial to your success.  It’s never too late to formally communicate your Vision of the business with your team.  Write down your mission statement and discuss it in detail to be sure everyone understands.  Your team needs (and wants) to be included in the Vision. Working together to achieve common goals will only happen if everyone is informed.

Are you achieving the goals you set when you began your business?

In order to keep on your Business Vision on track, you need to honestly critique and evaluate quarterly.  This schedule gives you enough time to identify issues and adjust your process accordingly.  It will also keep your team in the loopBusiness Vision and focused on the direction of your business.

As your business grows and changes, it is important to keep your Business Vision in mind when making decisions.  Remember that your Vision is the first building block in your Entrepreneurial Operating System (EOS) and is crucial to the success of you and your team.

 

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Slingshot Sales Components

Components:

In my first post about the Slingshot Sales Process I talked about why a Sling Shot and gave you a little understanding about how it applies to developing a sales process.
Let’s review some of the individual Slingshot Sales components of the Slingshot System

The Band:

The elastic band is the part of the slingshot where the action takes place. It takes energy to pull back the band and propel the projectile forward. With just the right amount of energy, the band can be released and send the projectile flying accurately to hit its target.

Components: Frame & the Band

The Frame:

A slingshot only works well when its frame is strong. For the effective salesperson, this means the right attitude, beliefs, and character. Remember that a strong frame provides the structure to allow the salesperson to use the slingshot process to aim, pull back, hold, and release to the target. Without a strong frame, the salesperson is weak and ungrounded.

Successful salespeople, have some or all of the following traits (Components):

  • Ability to EMPATHIZE, including the ability to read subtle clues by the prospect.
  • Desire to WIN and ACHIEVE. Top salespeople love the game and they WELCOME REJECTION.
  • They are OPTIMISTS. When a setback happens, they assume it will be temporary, that it is externally caused, and that it only applies to a specific part of their lives.
  • AUTHENTIC. They are authentic with prospects because they don’t mind telling the truth. If you have a concern, you voice it. You can be authentic and diplomatic.
  • They effectively balance RELATIONSHIPS, RESULTS, and EGO. Three forces are always at work with salespeople: building relationships, getting results (by closing sales and hitting sales goals), and managing their egos.

Next,  I’ll guide you through understanding your target, as well as,  helping you know why people buy.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Slingshot Sales Process

Slingshot Sales Process

I’ve heard allot about the importance of creating a sales process lately. In fact a quick Google search brings up more than 128 million hits. Unfortunately most of those are encouraging you to use or follow “their” process. At Sunrise Business Advisors, our approach is vastly different.
We believe in the importance of having a sales process, in fact if you don’t have a process you might as well be using a shotgun to try and hit your target.
If you’ve ever had a prospect in your pipeline who wasn’t a fit for the service or product your franchise business offers you understand the full frustration that brings to mind.
By having and using a sales process you can virtually eliminate all that frustration. Our process that we demonstrate is based on using a sling shot.

Why a Slingshot?

A slingshot is a device with a frame and an elastic band, which allows the user to fire a projectile with accuracy, speed, and depth.

Slingshot Sales Process

Focused Aim at Your Target

Slingshot Sales Process

With the right conversations, the salesperson and prospect exert just the right amount of energy to the band to make the projectile fly (e.g., close the sale). With the wrong conversations, the sale either breaks down or falls short.

In my next article, I’ll go into more detail about the how and why of a slingshot.
Email Now before spots gone for your sales process review.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.