CrossCoaching July 8, 2015
Led by Mark Cano (Peter Gibson is in Europe)
Guest writer: Ana Maria Marin – Instructor, Technical Writer & Translator
Topic: “Semi-Annual Business Evaluations. Do you do them?”
Hello! My name is Ana Maria Marin. Guest writer while Peter travels Europe for three weeks vacation.
Mark hosted and launched into the event by addressing the effects a change in your schedule can have on you and your mindset. Mark’s business has kept him very busy and unable to attend Cross Coaching™ and Mark loves to attend Cross Coaching™ because it helps his mindset. He sees it as a critical part of his personal and business growth evaluation process.
I have felt the same way when having to be away on business trips. I love coming back to this group because we operate in such a unique way.
Valerie & James agreed with Mark. After evaluating their lifestyle – not just their business – they made a radical change this year – they sold their house and moved into an RV. They unloaded a ton of material possessions they realized they didn’t need anymore and now have a whole new way of evaluating life and how to live it. They are really happy, yet admit that adjusting to these major changes takes time, is not always easy and has taken them way out of their previous routine! They too had to miss a few Cross Coaching™ meetings, so agreed with Mark on his reflections.
Cathy talked about how she evaluates her business and stays on track. She organizes and sells vacation packages and has 12 goals she reviews every night to evaluate her progress. Her 12 goals not only relate to her business but also her personal life, so instead of the semi-annual check that Mark is asking about Cathy uses a daily one.
Sim is a coach who helps improve peoples personal and business resilience. Sim follows a similar strategy to the one I follow. She has goals set for the year, broken down into quarters, then crosses them off her list when they are done. She said evaluating quarterly keeps her motivated and on track.
David, a first timer to our meeting, who has owned his own security business for over 20 years had a slightly different point of view. He said “forget about the self-evaluation…. just evaluate your business”. “Look at what you want to do, how you are going to get there and continue evaluating and adjusting each month. Don’t wait to evaluate and adjust every 6 months it could be fatal for your business”.
Mark then said: “Great to hear from those of you that do evaluate – daily, monthly or quarterly, but when you evaluate your business, are you in sync with your business plan?” “How do you know – from the tracking process – if you are in sync?”
Guy took the lead on this one; he has been learning how to be a sales person for the website creation business he represents; a position that evolved from his need to sell his beautiful paintings. He admits that his problem is cold calling on prospects and using social media. He attends networking events often and connects with people much easier that way because he prefers that form of interaction, however he is realizing it’s time to evaluate his business plan to determine how to be more effective and profitable with his marketing and networking efforts.
Greg, who has had a long career in the military, has reflected upon the effects that extremely results driven environment has had on him. He admits he is currently “on an expectation reset” not just a business evaluation! His comments left everyone silent for a moment. I think most members realized they have all gone through that process at some point while transitioning from more formal, structured, roles into their current ones as entrepreneurs!
I noticed that the debate was getting side tracked and away from Mark’s question and the main theme. Cathy, who also has a military background and is new to the sales and business ownership arena, felt that her evaluations revealed she was not being aggressive enough in her new sales-reliant career.
James supported her position by sharing how he works more on relationships – not on being less or more aggressive, and doesn’t care when prospects say “No” because “No” doesn’t mean never it may be a “Yes!” later. At least a “No” is an answer and it can often help build a rapport that may later lead to a yes or even a referral.
Gerry jumped in to comment. He has had a long career in sales and shared one of his precious tips with the group: “you need to get to know your prospect as a person and connect with them. You only have one chance to make a first impression so make the best of it. Your biggest asset is your personality so let it come out and shine. You should review – or evaluate – the path you followed to get to your last order and try to replicate that. A sales person doesn’t ask for the order, they get the order.”
Mark asked what being a sales person or a leader means. Greg replied that a leader requires strategy not tactics and must be able to quickly and frequently evaluate the performance outcomes his strategy creates. Greg is still trying to evaluate how to be a leader in the sales business!
I think members were leading the conversation back to being authentic and from that position you create relationships with your clients; then, when in a sales stance, once you create a bond you will not need to go for the close, the close will come to you.
The conclusion of this Cross Coaching™ was to set a plan and always measure and evaluate – as often as you think you need to in order to have the data to know what works and what doesn’t. Adjust accordingly, as often as necessary and keep the business plan in line with the check system you use. Evaluate, measure, adapt and if you want to adjust your sales always be ready to change course and adjust your sails!
Guest writer: Ana Maria Marin – Instructor, Technical writer & Translator