1 ARE YOU RUNNING YOUR BUSINESS OR IS YOUR BUSINESS RUNNING YOU?
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1
ARE YOU RUNNING YOUR BUSINESS
OR
IS YOUR BUSINESS RUNNING YOU?
2
FRUSTRATIONS
ControlProfitPeopleHitting the CeilingNothing’s Working
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1. Core Values?2. Core Focus?3. 10-Year Target?4. Marketing Strategy?5. 3-Year Picture?6. 1-Year Plan?7. Quarterly Rocks?8. Issues?
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THE PEOPLE ANALYZER
Name Humbly
conf
ident
Grow or
die
Help fir
stDo t
he ri
ght t
hing
Do wha
t you
say
The Bar
Sally Jones
John Smith
George Wilson
+ + + + +
– – – – –
+/– +/– +/– +/– +/–
+ + + +/– +/–
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10
Integrator
Sales/Marketing Operations Finance
Visionary
THE ACCOUNTABILITY CHART
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Get ItWant ItCapacity to Do It
GWC
Function Name
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
• ––––––––––––––––––––––––––––––
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THE PEOPLE ANALYZER
Name Hum
bly
conf
iden
t
The Bar
Sally Jones
John Smith
George Wilson
+ + + + +
– – – – –
+/– +/– +/– +/– +/–
+ + + +/– +/–
Grow
or d
ieHe
lp fi
rst
Do th
e rig
ht th
ing
Do w
hat y
ou s
ayGe
t it
Wan
t it
Capa
city
Y Y Y
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YOUR SCORECARD
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SCORECARD MEASURABLES
Weekly Revenue
Cash Balance
Sales Calls
Sales Meetings
Proposals
Closed Business
Customer Satisfaction
Accounts Receivable
Accounts Payable
Errors
Utilization/Capacity
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THE ISSUES SOLVING TRACK
IdentifyDiscussSolve
IDS
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CORE PROCESSES
PeopleMarketingSalesOperationsAccountingCustomer-Retention
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THE LEVEL 10 MEETING
Good News 5 MinsScorecard 5 MinsRock Review 5 MinsPeople Headlines 5 MinsTo-Do List 5 Mins
IDS 60 Mins
Conclude 5 Mins
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FOUNDATIONAL TOOLS
V/TOAccountability ChartRocksLevel 10 MeetingScorecard