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Evaluate how focused our customers are - coaching sales
The first sessions between coach and client should focus on a cognitive analysis that allows the coach to gain an accurate picture of the client's profile. A key aspect that should be of concern to the coach is the level of focus the client has on his or her business, as this will significantly influence the impact and effectiveness of the coaching process.
An entrepreneur who is focused and has a deep understanding of his or her business - from its finances and legal aspects to its strengths and weaknesses - will be much more receptive to the knowledge gained and will apply it more effectively than one who shows disinterest or disconnection with his or her business processes.
Throughout this guide, we will address several of the most relevant points to assess your client's level of approach to their business.
Finances are at the core of business growth. Every owner must have a deep grip on their numbers and know how to explain them with confidence and clarity. Whether you are looking to attract investment or need to assess the profitability of the business, financials are critical to proper business management.
If you want to assess how focused your client is on his or her venture, you can start by asking questions about the most basic financial aspects. If you find that the client is unable to answer accurately, this could indicate that he is not interested or committed enough to move his business forward successfully.
When we talk about legal aspects, we are referring to the formalities and requirements that every business must comply with to operate legally. Any business needs to apply for business licenses and permits that authorize it to operate in the marketplace in accordance with the law. If your client is unaware of these issues, his business could face problems that can be costly.
To this must be added other aspects such as taxes, market regulations and labor laws, among others. It is not possible to imagine starting a business without proper advice on the legal procedures to be carried out.
Every entrepreneur must be able to identify the strengths and weaknesses of his business. A critical attitude towards his or her venture demonstrates maturity and an interest in improving aspects that are crucial for success. The coach should help the client to perform a deep analysis to reflect on the areas that need development and those that should be enhanced.
Recognizing the weaknesses of a business is a sign that the entrepreneur knows his business well. If he can mention the most vulnerable areas of his project, it means that he has spent time studying them and identifying where he should concentrate his efforts to optimize results.
A balance between positive and negative aspects will also be useful for the coach, as these factors will influence the future strategies and recommendations offered to the client.
