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.

Franchise Sales Coaching – Producing Champions

Sales Coaching for Franchise business – The most direct way to impact your business quickly.

There has been a lot of discussion in the press lately about the multi-million dollar salaries that many college football coaches are receiving after winning divisional and national championships. However, whether it is football, golf, or even world-class singers, it is often the coaching that makes the difference in mediocre and record-setting performance. It is the wisdom, training, discipline, and experience of good coaches that turn talent and potential into consistent results. When it comes to sales, the importance of coaching is often overlooked, and the poor performance that results can be financially disastrous.

Franchise Sales Coaching: The Winning Element

Many franchisors are very successful at capturing the techniques and methods that go into building a smooth-running franchise. However, the world’s best planning and systems are worthless without the revenue required to generate a profit. In fact, many of the people attracted to the order and processes of a franchise are not natural sales people, and have little or no training or experience in even basic concepts of sales. What you end up with is a well run failure!

Growth - Business Concept

Even those who have come to the franchising business from a sales career path find it difficult to work their sales magic within the structure of a franchise operation. For franchisors, the issue of sales cannot be overlooked for a number of reasons. First, the success of individual franchisees is essential to overall corporate growth and bringing in new operators. Secondly, the real value of a franchisor is in its brand, and you simply have to ensure those local units help protect and develop that brand with effective marketing efforts.

Providing needed sales coaching is often the key element that helps a franchisor successfully implement their strategy. The process of defining sales goals, monitoring  success towards those objectives, and dynamically modifying a local marketing program are all parts of the marketing effort. These and other components all require knowledge, skills and capabilities that are only developed over time, and most effectively accomplished with external assistance and guidance – sales coaching.

Sales Coaching Function: Enabling and Empowering

No one buys a franchise without a desire to succeed. However, many fail to realize that success is dependent on more than following the checklists in an operations manual. Professional sales coaches understand that the sales process is a mix of science, discipline, art, and creativity, and they work hard to help individuals understand that uniqueness.

When franchisees view the success of others and accept the story of the franchisor, it is easy to be lulled into thinking they simply have to hang out their new sign and customers will come running. However, just as the franchisor has to effectively market to their prospective operators, they also must coach those franchisees in the marketing and sales efforts in their communities and marketing areas.

Importantly, sales planning and efforts that might come naturally to a trained salesperson may never come to mind to someone who has never focused on sales. It is that awareness that is the first function of a sales coach, ensuring that all franchisees assign a priority to building their business through effective use of provided materials and their own initiatives.

If the goal is to win, and win big, there is no shortcut when ensuring your franchisees receive the best sale coaching and training possible. See our section on Group Sales Coaching Programs, as we would suggest your entire team should be involved with sales training and coaching.

Business Start Up

For more information contact Sunrise Business Advisors

Thom Torode is a NJ based 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.

As the managing director of Sunrise Business Advisors, I have owned and operated a multitude of different businesses as well as holding senior management positions with a fortune 500 company. In addition to being a Certified Business & Executive Coach, I am also a Certified Franchise Coach, as well as Certified Guerrilla Marketing Coach and Trainer. Our philosophy is to provide coaching, mentoring, and advisory services to help business owners achieve the businesses, the teams and the lives that they’ve always dreamed of having. We accomplish this through a tried and proven process of learning and understanding your needs and we’ve always achieved high marks with our valued clients.
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.

Customer Retention Improvement for your Business

Improving Customer Retention

If you’re a business owner, then of course you want to do everything you can to not only gain new customers, but to keep your existing customers loyal to you. Unfortunately, customer retention isn’t always easy; customers may leave as a result of a bad experience with one of your employees, a bad product, or even a lower price offered by a competitor. While there are all kinds of customer retention strategies out there, there’s one that’s been proven to be the most successful.

Customer Retention Dartboard Perfect Dart Hit

Develop and Enforce KPIs Among Employees

Because the majority of customers who leave a business do so as a result of poor customer service, the single best thing that business owners can do to retain customers is to implement Key Performance Indicators (also known as KPIs) within the workplace. KPIs should be tied to a company’s goals and should be easily measurable. They should also be included in each employee’s contract.

Some examples of KPI’s that can directly improve your customer retention rate are benchmarks such as:

  • Response time to customer inquiries.
  • Time between receiving and order an fulfilling it.
  • Ratings on customer surveys.
  • Quality control levels on finished products.
  • The actual measurement of your customer retention

At the end of each quarter, all employees should receive a KPI review; during this review, managers and supervisors can determine whether or not each employee is meeting those key performance indicators as outlined. If not, then corrective actions may need to take place, additional training may be required, or the employee may not receive a special bonus or incentive.

On the other hand, if KPIs are met, then the employee should be rewarded in some way, whether it be financially or even just giving him or her some form of recognition within the workplace.

How KPIs Improve Customer Retention

There are many ways in which implementing and tracking KPI requirements among employees can help boost customer retention in any business. For starters, employees will have a greater incentive to deliver service to customers that reflects the values and goals of the company. As a result, customers are more likely to be satisfied with their service. After all, an employee will know that he or she could be reprimanded for not delivering the level of service expected and will strive for excellence as a result.

When it comes to customer retention in your place of business, you need to do everything you can to keep your customers around so your company can be as successful as possible – this is good for you, your customers, and your employees. Therefore, if you don’t have a KPI strategy in place among your employees, now is the time to start thinking about developing and implementing one.

For additional information contact: Sunrise Business Advisors

Thom Torode is a NJ based 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.

As the managing director of Sunrise Business Advisors, I have owned and operated a multitude of different businesses as well as holding senior management positions with a fortune 500 company. In addition to being a Certified Business & Executive Coach, I am also a Certified Franchise Coach, as well as Certified Guerrilla Marketing Coach and Trainer. Our philosophy is to provide coaching, mentoring, and advisory services to help business owners achieve the businesses, the teams and the lives that they’ve always dreamed of having. We accomplish this through a tried and proven process of learning and understanding your needs and we’ve always achieved high marks with our valued clients.

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.

Essential Tips for Hiring Great Employees

Hiring Great Employees for your Franchise business –  A Very Effective way to Create Consistent Results.

All business owners face the ongoing dilemma of hiring and maintaining a staff of effective employees. This problem is especially well known to franchise business owners, who face the consistent requirement of filling a team of intelligent individuals who work well together.

Businesswoman At Office

The task of hiring great employees is, unfortunately, easier said than done. What manager or business owner hasn’t faced the problem of hiring on a new candidate, only to find that they just aren’t “cutting it” despite the extensive experience on their resume, and the excellent references provided? While job applications, background and reference checks all provide keen insight into the nature of the candidate, this ultimately doesn’t provide the valuable data you need to determine how well the employee will work with your team.

Every hiring manager is looking for a common set of traits in their ideal candidate. They want someone who fits in with company culture, can be easily (and quickly) trained in the job at hand, has a great personality, and is reliable. If finding these elusive candidates seems like a chore that will never end, you have came to the right place for advice.

Let us share with you some of the inside tips and tricks for finding great candidates. Read on and we will also let you in on our secret tip for making sure you are screening candidates so effectively, you only have to interview the best.

Hiring Tip #1:

Make your job ad appealing to someone who wants to work for the right employer, and not just any employer. Humanize yourself and your business, and be honest about what you are looking for in an employee. List out the exact qualifications someone must meet in order to be hired, as well as some “nice to haves”. This lets job seekers know you mean business.

Hiring Tip #2:

Make sure you place your ad in places where it will be seen by the best candidates possible. Don’t just post it on your local free bulletin board, use several different sources – even though these may charge fees, it is worth the investment.

Hiring Tip #3:

Let unworthy candidates “de-select” themselves from the hiring process. Why spend time screening and interviewing candidates who were not the right material? For example, at Sunrise Business Advisors, we have perfected what we refer to as the “4-Hour Hiring Process”. This process is designed to gather the best candidates as quickly as possible. For business owners, the old adage “time is money” rings true, and the less time spent wasted on the hiring process the more efficient your business will run.

Contact us for more information on our hiring and candidate de-selection process. Our friendly staff will be happy to answer your questions, and help you determine the best hiring and interview process for your business needs and goals.

Thom Torode is a NJ based 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.

How Sharp Are Your Leadership Skills?

The effectiveness of leadership skills in any team or organization plays a critical role in the levels of success and harmony that can be achieved.

Leadership Skills Compass

Leadership Compass

Take this Self-Assessment to determine whether your leadership skills have been sharpened to a keen edge.

1. I’ve become more comfortable delegating tasks and managing the performance of others than doing things myself.

2. Before committing to a decision, I ask myself if it will serve my purpose. I say “No” to requests for my time and attention that are not aligned with my purpose.

3. Coworkers and those who report directly to me trust me and my effectiveness as a leader.

4. I successfully enroll others in my vision and influence their behavior at work.

5. It’s less what I say and more what I do that affects how others perceive my leadership ability, so I make sure to “walk my talk.”

6. It can be daunting to confront the issues, obstacles and people that block success. But in doing so, I model courage, persistence and a can-do attitude.

7. I hold myself accountable for my actions and the actions of my team/department. I don’t make excuses.

8. I will not be able to please everyone; leadership is not a popularity contest.

9. I view problems as opportunities to excel. In fact, I focus on the opportunities in every problem. A positive attitude can make a project or objective

10. I seek opportunities for education and skills enhancement, as I want to continuously grow my abilities.

11. Everything in my organization/department/team, both good and bad, is a reflection of my leadership. If things need to change, I need to change first.

12. I don’t avoid difficult conversations with those who are not performing to my standards.

13. I plan meetings to keep them short and effective.

Leadership Dart board

Sharp Leadership

14. I treat others how I want to be treated, with respect and dignity; this includes praising in public but expressing displeasure in private.

15. I am open to new suggestions and receptive to bad news.

16. I don’t hog credit and kudos but attribute them freely to my team.

17. I regularly communicate mission and vision face-to-face to my team.

Are you being seen as a Leader

Are you being seen as a Leader

If you answered true to 10 or more statements, keep up the good work! You have developed strong leadership skills.  If fewer, you may wish to hone your leadership skills with a coach.

Contact Sunrise Business Advisors for your complimentary Leadership Excellence Assessment Preview (LEAP). Thom Torode is a Morris County based Executive & Business Coach. He has owned over 5 different businesses and is also a licensed facilitator and co-principal for Elevate Your Leaders in NJ. 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.

Sunrise Business Advisors can be reached at 862-219-6890 or info@SBAnow.com

Author’s content used under license, ©  Claire Communications