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.

Is Your Franchise Flying Blind?

EOS Issues

How to Recognize and Address Your Core Business Issues.

Over the past several months we have highlighted the various components within the Entrepreneurial Operating System (EOS).

  1. Vision
  2. People
  3. Issues
  4. Data
  5. Process
  6. Traction

While each of the 6 components of the EOS Model is a separate entity, they inherently interact with each other in some capacity.  Each individual component needs to be solidly identified if the EOS is going to help the company’s health and growth.

For example, while most companies think that the Issues they are having are unique, in actuality there are only about 25 different Issues that companies have faced since the beginning of time.

Issues: IDS

Let’s examine one company in the news lately that lost close to $1 billion in the market because they failed to handle an Issue properly.  The company in question is, of course, United Airlines.  My purpose is not to get into a debate of the legalities (or illegalities) of what happened, but to merely show you how important it is to go through your own IDS (Identify – Discuss – Solve) for any Issues you might have. Let’s start with what happened within United’s chain of command that broke down so horrifically into a continuing PR nightmare.

From United’s website:  “We are committed to providing a level of service to our customers that makes us a leader in the airline industry. We understand that to do this we need to have a product we are proud of and employees who like coming to work every day.

Our goal is to make every flight a positive experience for our customers. Our United Customer Commitment explains our specific service commitments so that we can continue a high level of performance and improve wherever possible. The commitment explains our policies in a clear, consistent and understandable fashion. We have detailed training programs and system enhancements to support our employees in meeting these commitments, and we measure how well we meet them.”

 

Very interesting…so what happened, what’s the Issue?  From what I’ve read in the various media posts, someone realized that they needed to get 4 crew members to Louisville for the next day.  They had a Process for this, eventually randomly selecting passengers to “volunteer” their seats. It’s still inconclusive as to if that Process called for having police “enforce” that policy.

Part of the process of identifying the key Issue here is to ask a few questions:

  1. Why a PR nightmare?
  2. What happened & What could have been done better to resole this Issue?
  3. Solution:  Analytical tools, Process modification, People

From our February e-newsletter on issues, “Only when the real root Issue is identified should you and your team begin the discussion phase.” What is the real Issue that United is facing?  I’ll suggest a few, but this list is by no means conclusive.

  1. Too much concern for the bottom line that Wall Street requires (Data component)
  2. Too little concern for their paying customers (a direct conflict with their Vision)
  3. Faulty Process
  4. Process driving People, rather than People driving Process

Hopefully, Oscar Munoz, the CEO of United is going to give more than lip service when he states his apology for ‘re-accommodating’ passengers. What happens over the next few weeks will be telling as to how seriously United takes this Issue.

What types of Issues are you facing within your company?  If you would like to have  an Issue 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 Qualifying

Sales Qualifying

In our last article, we discussed Sales Targets and understanding why people buy.  Once we have know whether it’s primarily based on Pain or Pleasure, we can now determine if the opportunity is real through Sales Qualifying Questions (SQQ).

The Band

In the Sling Shot Sales Process all the aspects of the process lead up to having a band that is taught and ready to hit your target.  In this part of the process we are adding energy to the band preparing for its release.

Typical Qualifying Questions: 

Slingshot Sales Qualifying

Slingshot Sales Qualifying

  • Does the prospect have and issue that is big enough to justify paying you money?
  • Is there a budget and ability to spend?
  • Are all the relevant decision-makers part of the process?
  • Is there a clear time line and process to decide?
  • What solution will best solve their problem?

As you prepare to build out your Sling Shot Sales Qualifying Process, remember that you are the professional sales person must always be aware to define all the aspects of your process.

Typically these elements are required in the Sales Qualifying Process:

  1. The Step in the Process
  2. How that step happens (phone, email, in person)
  3. Time for each step
  4. Criteria in determining success and knowing when its OK to move onto the next step.

As you follow these steps the band on your Sling Shot will continue will continue to tighten preparing you for the next step of handling objections and managing momentum.

Book Now to have your sales process reviewed –

Book now

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.