Business leaders need to take a moment to look in the mirror and stop blaming others. In this presentation, learn how to identify poor results, how to create a process and then implement. If you are looking to deliver ongoing results for your business, please take a moment with this presentation.

1. Take
The
Mirror
Test
Glenn
Pasch,
COO
&
Partner
PCG
Digital
Marke6ng

2. “If
it
is
to
be,
it’s
up
to
me.”
Jackie
B.
Cooper
as
quoted
in
“The
Prosperity
Equa;on”
by
Jim
Ziegler
PCG
Digital
Marke;ng

3. Goals
of
Workshop
•
•
•
•
How
to
monitor
Results
What
to
do
if
you
achieve
goals
What
to
do
if
you
do
not
How
to
hold
the
mirror
up
to
employees

4. What
Do
You
See?

5. Do
You
see
what
Customers
Sees
• When
was
last
;me
you
personally
mystery
shopped?
• Last
;me
you
searched
for
a
car
on
your
website?
• Take
the
“30
Second
“
Test
• Example:
Reputa;on
on
site.

6. Why
is
change
hard?
• What
are
you
afraid
of?
• What
we
want
vs.
what
we
need
• Right
now:
no
pain
• Great
ideas
and
hopes
but
no
follow
through
• Short
term
burst
• Tac;cs
vs
strategy

7. What
%
Fail?
88%
30-­‐50%
in
5
years
90%
80-­‐90%

8. GeXng
Results
• Did
you
achieve
goals?
• No
emo;on
when
looking
at
numbers
• Some;mes
hiXng
your
numbers
is
hiding
flaws
• Some;mes
missing
numbers
is
a
good
thing

9. We
Hit
Our
Goals
• Biggest
area
of
weakness
for
some
managers
• Make
sure
team
knows
WHAT
they
did
to
achieve
results
• We
repeat
behavior
we
are
appreciated
for
• Refocus
team
on
what
they
will
do
in
the
future

10. We
Missed
our
Goals
• Look
at
behavior.
What
happened
to
cause
results
• Keep
emo;on
out
of
it
• Must
take
the
;me
to
inspect
to
find
root
cause
so
that
you
can
fix
this
versus
a
bandaid

11. First
Ques;on
to
Ask
• Was
the
person
trained
to
do
the
task?
– Yes:
discussion
– No:
retrain
following
the
8-­‐Step
Coaching
Process

12. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate
– Role-­‐play
– Feedback
– Explain
what
changes
happened
– Follow
up

13. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen

14. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important

15. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen

16. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate

17. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate
– Role-­‐play

18. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate
– Role-­‐play
– Feedback

19. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate
– Role-­‐play
– Feedback
– Explain
what
changes
happened

20. How
to
Implement
Change
• 8
Step
Coaching
Process
– Explain
WHAT
needs
to
happen
– Explain
WHY
it
is
important
– Explain
HOW
the
changes
will
happen
– Demonstrate
– Role-­‐play
– Feedback
– Explain
what
changes
happened
– Follow
up

21. They
were
trained
• Sit
with
them
to
review
progress
• Ask
them
what
they
remember
from
training
– Don’t
Remember
– Half
remember
– Remember
Asking
this
ques;on
focuses
your
training

22. Follow
up
on
Results
• Same
scenario.
If
they
hit,
reinforce
• If
they
did
not
hit,
Find
out
what
behavior
was
• What
if
missing
goals
this
con;nues?

23. Bob

24. Disciplining
•
•
•
•
•
•
Be
clear
on
expecta;ons
Be
clear
on
what
has
happened
Focus
on
behavior
not
on
person
Keep
it
short
Be
clear
on
next
steps
if
they
do
not
comply
Let
them
know
THEY
put
you
in
this
posi;on

25. Important
Reminders
•
•
•
•
•
•
This
takes
;me
and
effort
Clarity
Consistency
Make
sure
everyone
is
held
accountable
Trickle
Down
effect
Easier
to
manage

26. What
Do
You
See?

28.
– Office:
732.450.8200
– Email:
glenn@pcgmailer.com
– @sidebysidecoach
– www.glennpasch.com

29. Thanks