A Coaching Model Created by Susie Tomenchok
(Business Coaching, UNITED STATES)
Part of the being in business is allowing yourself to expand and grow as your professional career or business grows. Having an objective view enables you to combat the challenges by holding an objective view of each decision and growth opportunity. In doing this, there are steps that ensures a calculated and planned approach. This allows the person or the business to make decisions based on facts and objective data. It also allows memorialization of the data based decisions in order to influence good choices in the future. The overall goal is growth and success whether an individual business executive or independent business owner. Following this model can prepare these professionals for overall success.
The steps in this model are:
- PRIORITY
- DEVELOPMENT
- WEIGHTING
- TARGETING
- CLOSING
Priority
Choosing your priorities upfront based on all areas of your life drives clarity and allows for decisive decisions based on what is truly important for the professional or the business. Prioritizing can incorporate a person’s personal life, professional life or both. Prioritizing what is important to you, as an executive or business owner will grant you a clearer vision for all decisions.
In order to prioritize, consider this activity.
Ask yourself, what makes you most happy/satisfied? Consider yourself whether at work, at home or alone. What are the things you do everyday which makes you click, makes you excited and encourages you to be the best you.
Look at the list below and give each a number from 1 – 10 based on importance to you.
- Money
- Family
- Flexibility
- Power
- Influence
- Exposure
- Challenge
- Risk
- Happiness
- Time
Answer these questions about your weighting:
- Explain why you weighted each as you did.
- Will you always feel the same – in 3 yrs, 5 yrs, 10 years?
- What is unique for you about the top three?
- How did the bottom three barely make the cut?
- Are there other areas that you would consider adding to this list?
Rework the list and substitute other words that best represent the top 10 elements of life for you. Finalize your list in the order that represents the level of importance in your life.
Development
Creating your Pipeline is essential for a businessperson or business owner. Knowing and filling the companies or activities to extend your possibilities will allow you to move quickly and close the deals/opportunities to gain the success you are looking to accomplish.
To build your pipeline, follow the below activity.
List the top account you would like to close or the top elements of your professional career that you need to expand.
Make a list of 5 successes or accounts to accomplish in the next 3 months.
Once you have your list, answer these questions.
- What is significant about these elements?
- Why will these accounts/accomplishments help you get to the next level?
- What would happen if you successfully closed each of these?
- What is missing? Why didn’t you add others to this list?
Weighting
Understanding how and why you add the elements to your pipeline is important. Weighting those elements helps you understand how to pursue your pipeline. You need to objectively view the items in the pipeline and understand what is important but how each one stands next to the other. You need to know this so you can decide which to spend the most time and where to focus.
Next to each line, put an allocation of weight with all of the elements equaling 100%. After you have weighting each, look at the list to ensure you agree on the weighting comparing one to another. Now, put milestones for achievement next to each item. Be detailed so you know everything that you need to do to achieve each one. Be realistic and detailed. Think about the people and situations you can leverage to achieve these milestones. Be creative, and think outside the box.
Targeting
Everyone knows that shooting is nothing without a target. Now look at each item and add a target date. Be smart about the dates – aggressive but realistic.
Closing
Every sales person will agree that closing the deal is the most difficult thing to do. It is an art that takes practice but is the most important part of the deal. It takes fearlessness, integrity and intension. You need the tools you have outlined to keep you in check but you also need to continue to evaluate the situation and what conditions have changed which means you need to adjust to close the deal. You need to understand the business owner, the relationship and the business needs of your potential client. Think of their needs first and you will find a way to close the deal!
This coaching model works for business owners, sales executives and professionals that have areas where they need to expand and grow. A coach can use this model to walk their client through this model to identify and refine the approach. Success is only a model away!!!