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.

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.

 

Think Like a Marketing Pro

How to Think Like a Marketer

      “The aim of marketing is to know and understand the customer so well                the product or service fits him and sells itself.” ‑- Peter F. Drucker
       “Business has only two functions – marketing and innovation.Milan Kundera
 Marketing and strategy

Many people say that they hate marketing. That’s usually because they think marketing is all about advertising and sales.

Marketing is a process, not an event. It involves research, promotion and distribution as well as advertising and sales. But perhaps the most important, and most overlooked, aspect of marketing is having the right marketing attitude or “marketing mindset.”

When you have a marketing mindset, no matter what role you perform in the organization, you ask how you can build awareness among customers and clients about your products and services.

Having a marketing mindset also means that you strive to become a profit center. For instance, if you cost the company “x” amount in terms of salary and benefits, then your work output would be contributing money to cover that and more.

“The sole purpose of marketing is to sell more to more people, more often and at higher prices. There is no other reason to do it.” ‑- Sergio Zyman

The Marketing Mindset in Action

As you develop a marketing mindset, ideas of how to meet marketing goals on a daily basis will come easily, but here are a few ways to get started:

Know your product or service inside out. This may sound obvious but think about how many times we, as customers, have walked away from a purchase because the person helping us couldn’t answer a few basic questions about their product or service.

Find ways to leverage the competition’s mistakes. It’s easy to see what the competition is doing well and to try to replicate their success. But just as much (and sometimes more) can be learned by observing what the competition is doing poorly. Think of the competition’s weak spot as the place where a client’s needs are not being met. What can you do to step in and meet those needs?

Point your clients and customers in your direction. If you’re in customer service, try to solve all customer problems by pointing them to something your company sells.

The “bottom line” isn’t just about money coming in. Looking for ways to save is just as important as finding new revenue streams. If you’re in accounting, for example, instead of just recording where the money is going, watch for places to save. When looking at those numbers is there a way that sales can be made more efficiently?

Every customer or client meeting is a networking opportunity. The term “networking” makes some people uncomfortable. But it doesn’t have to be about “schmoozing” or closing a sale. It’s simply having a conversation in an effort to build new relationships or strengthen current ones.

Marketing is an exchange. The marketer asks the consumer to perform an action (say, buying a soda), and in exchange, the marketer gives the consumer a benefit (in this case, sweet taste and a cool image). An exchange like this is true commercial marketing, where the objective is to get people to buy something.

So, what does it mean to think like a marketer? In part, it means recognizing your side of the exchange—the fact that you need to offer something. Understanding your prospects needs are critical.

  • What does my audience want?
  • What do they care about?
  • What do they dislike?

In business, everything is marketing, and marketing is everything.  All of it affects or contributes to the profitability of the company.

Thom Torode is a Morris County based Executive & Business Coach. He owned over 5 different businesses before founding Sunrise Business Advisors, LLC.  To reach Thom give him a call for more information. www.SBANOW.com

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

6.5 Mindset Shifts for Business Success

Mindset Shifts for Business Success

Thom Torode, MBA, CBC, CEC

Mindset concept in tag cloud

Mindset and Attitude = Success

 

When I started down my career path to helping business owners, one of my mentors gave me the book: The Little Engine That Could “I think I can, I think I can, I think I can, I think I can!”  Interesting choice as I look back, I had owned 5 different businesses was a senior manager for a fortune 500 company and had helped hundreds of people with their sales and careers by that time. In reality, he expressed later was the reminder of who I was and how I could make an impact on the mindset of others lives.  It was also a reminder to teach others what even children’s characters will attest, a winning mindset is a trait to adopt. It attracts happiness, health, fulfillment and success. But what is a mindset, really?

What is Mindset?

Consider these questions:

  • When faced with a new challenge do you react confidently?  Do you believe that with effort, practice, & time you can succeed? Or do you question your abilities, motivation and talent?
  • Do you view failure as part of the journey? Or do you avoid new challenges in order to protect yourself from potential embarrassment?
  • When you are faced with setbacks and criticism, do you rethink your strategy and persevere? Or do you give up and just cut your losses?

Your answers to these questions give insight into what type of mindset you may have.

A mindset is your established set of attitudes that are based on their assumptions. These assumptions predetermine a person’s reactions to and interpretations of any event, environment or situation.

Whether positive or negative, a person’s mindset is engrained, habitual and affects all aspects of his or her professional and personal life.

Is Your Mindset Working to Your Advantage or Holding You Back?

In her book Mindset Stanford University psychologist Carol Dweck identifies two general mindsets: fixed and growth.

Fixed Mindset
•   Talent and intelligence is static
•   It’s better to avoid challenges
•   It’s okay (even preferable) to quit before failure
•   Effort is pointless
•   Ignores useful criticism and feedback
•   Views success of others as a threat

Growth Mindset
•   Talent and intelligence can be developed
•   Embraces challenges to grow
•   Failure is an opportunity for learning
•   Effort leads to mastery and success
•   Uses criticism and feedback to improve
•   Finds inspiration and learning from the success of others

It’s easy to tell someone to develop a growth mindset, but, if mindset is so deeply engrained, how does a person change it? Here are six ways to begin:

Six Simple Mindset Shifts to Improve Success

  1. Embrace failure instead of avoiding it. The faster the failure, the quicker the learning. Before starting his auto manufacturing company, Henry Ford failed at his first several businesses. What would the industrial landscape look like had he given up after his first try? Remember, embracing failure also means success can arrive that much sooner.
  2. Think abundance instead of scarcity. When it comes to spending money on self-improvement, many people resist due to cost. But clients and customers are attracted to people who believe in and value themselves. Instead of thinking of personal growth as an expense, think of it as an investment in your future.
  3. Embrace challenges. People who have a mindset of “growth” realize that challenges are just opportunities in disguise, and they choose to actively seek them out.
  4. Use setbacks as learning opportunities. No matter how thorough the plan, no matter how well-executed the details, obstacles will surface. Besides, who can predict with any real accuracy what setbacks will occur? Instead of wasting energy trying to prevent the unknown, why not just face obstacles as they show up?
  5. Don’t take it personally. Sometimes the best opportunities for personal and professional growth come from leveraging harsh criticism and negative feedback. How well do you listen to your customers’ and clients’ complaints?
  6. Stop re-inventing the wheel. Instead of resenting successful people for what they have accomplished, look to them to learn how they did it and turn that to your advantage.                                                                                                                           6.5 Have an accountability person to keep you in check.

Incorporating these simple mindset shifts will go a long way to help you towards business success by building your self-confidence.  Its amazing how a growth mindset “I think I can”, changed to “I know I can” coupled with strategic action can help you increase your productivity and fulfillment.  Let us know how these mindset strategies work for you.

Are you a highly motivated leader but struggle navigating the corporate environment? Do you wish you could lead with authenticity and more confidence? Would you like to break through to the next level? Go to www.actuateperformance.com or www.ElevateYourLeaders.com for free articles, information on private coaching, sign up for a 30-minute complimentary session.

 

Author’s content used under license, © Claire Communications

Full Speed Ahead with Yes for 2014

Full Speed Ahead  with Yes for 2014

Would you like to start next year with more yes’s?  Full Speed Ahead with Yes for 2014.  With 2014 just around the corner imagine and visualize what this year would have been like if all you did was change your wording slightly?

Full Steam Ahead with YES for 2014

Full Steam Ahead with YES for 2014

Nothing zaps a great idea faster than “Yes, but….” You might as well say “No.”

It’s not just about semantics. In fact, “Yes, but” may be the No. 1 phrase for killing personal hope, putting great ideas on ice and threatening innovation in organizations.

Take Jonah, for example. Jonah is a senior manager in the real estate division of a large financial services company when he learns of an open position in the company’s prestigious new-product research team. He’s been successful in the real estate division, but never really fulfilled. What he really loves is the charge he gets brainstorming new ideas and researching their viability.

Jonah is excited to apply for the position—initially, then during a conversation with a friend, he says, “Yeah, I’d be great for that team, but you have to know someone to get named.” After the call, he finds himself increasingly discouraged.

Will he get the position? At this rate, he won’t even apply.

Luckily, Jonah’s coach points out his self-defeating self-talk and suggests a simple fix.

“Yeah,” Jonah says again, “I’d be great, and it’s hard to get on the new-products team if you don’t know someone, but I’m going to give it a shot.” Catching himself again, he says, “And I’m going to give it a shot.”

He works hard on his résumé, even proposes a potential product line for the team to consider, and shows up impeccably for his interview. Jonah doesn’t get the position, and that’s okay because in the process he’s become clearer about his career goals. He’s inspired to take some classes and to develop his network of contacts, thus making his success more likely in the future.

And Thinking

And is powerful. And unites opposites, opens up opportunity, creates possibilities that weren’t evident before. Couple and with yes, and you have a winning combination. Here are a few more examples.

 Yes, and opens up possibility.

Yes, I wake up many mornings with ideas for new inventions, but I’m an accountant. I can’t quit my job.

Yes, I have lots of ideas for inventions, and as an accountant I’ve handled my money well. Next month I’m building a prototype of my most promising idea.

Yes, and invites cooperation.

Yes, I’d love to telecommute, but my boss doesn’t trust anyone and would never go for it.

Yes, I’d love to work from home, and my boss has trouble trusting his employees. I’ll develop a proposal showing him the benefits of telecommuting and suggest that we try it for a month.

Yes, and encourages creativity.

Yeah, I’d love to live here, but you have to be rich to buy a house in this market.

Yeah, I want to live here, and the market is challenging. So I’m seeking unconventional opportunities as I improve my finances.

Try it on. Every time you hear yourself say, “Yes, but,” change it to “yes, and.” In that moment, you’re breaking the habit of closed thinking. The more you do it, the more open your thinking will become. As with any habit, it takes time to break. And it’s worth it.

Full Speed Ahead with YES for 2014! Be stronger for leadership Morris.

iStock_000017440933Small YES

To your success,

Thom

Sunrise Business Advisors is a Morris County based coaching, mentoring and leadership development firm.  They are also licensed facilitator for Elevate Your Leaders.  They may be reached at 862-219-6890

Thom Torode is also an expert executive coach listed on Pazoo.  For more information and to view some of Thom’s other articles go to: http://www.pazoo.com/expert/ttorode/

Author’s content used under license, © 2008 Claire Communications