2022 Year End Self Analysis Worksheet for 2023 Goal Setting
As we approach the end of 2022 it is time for a thorough self-analysis and appraisal of your business model. Our coaching team has prepared this questionnaire to aid you in gauging where you are as you end 2022. Hopefully you can use this information to see where you need to improve and to formulate the goals and strategies for 2023. Remember, your business exists for one reason, to provide you a means by which to obtain the things you want in life including an enjoyable and stable retirement. Respond to each question below by circling “Y” for YES or “N” for NO. Be objective and honest with yourself. It will help you see where you really are. I also suggest you ask others who are part of your leadership to also answer the questions and assist with the 2023 goal setting. Jerry Isenhour / Sheryl Isenhour / Brandi Biswell
Section 1/ Sales & Marketing
1. Sales goals are established and we are meeting or exceeding these through effective lead generation and promotions.
Yes
No
2. We have clearly defined position in the marketplace.
Yes
No
3. We have defined our prime target market, our target customer and the demographics of our clients.
Yes
No
4. We have clearly defined our products and/or services.
Yes
No
5. We have a pricing strategy that is bringing us the profits we set our goals for.
Yes
No
6. We are consistently marketing & retargeting our present customer base.
Yes
No
7. We have an effective method of network & referral marketing.
Yes
No
8. We have a process of thanking those who refer us.
Yes
No
9. We have a written & well executed marketing plan & calendar.
Yes
No
10. We have an effective marketing system that includes both electronic and other proven methods and we track our results.
Yes
No
11. Our website is effectively working and we have a social marketing strategy in place.
Yes
No
12. We have a proven and trackable system of collecting the email addresses of our customers and we are using this for ongoing contact and retargeting of our customer base.
Yes
No
13. We have an effective way to consistently mine our data to refine our marketing position & to use in developing our marketing programs.
Yes
No
14. We have an effective drip system for sales and follow-ups.
Yes
No
15. Our website is up to date and has the right messages , the right call to actions, the right look and information to promote our services and products.
Yes
No
16. We are producing a minimum of 2 blogs, in either a written or video format a month that effectively attracts potential customers and utilizing these through social medium.
Yes
No
17. Our phones are answered live always during business hours with voicemail or virtual backup for overload times.
Yes
No
18. Our phone conversations are recorded and analyzed to insure we are providing the proper presentation to each customer.
Yes
No
19. We have an effective method of telephone answering, recording messages and all phone calls are returned in a timely manner.
Yes
No
20. We track the source and origination of each phone calla nd can track the success rate of our staff members answering the phone (include yourself if you do this).
Yes
No
21. We have effective scripts that appeal to our target customer and closes appointments/sales for the maximum number of inquiries.
Yes
No
22. We have a method of recording & reviewing phone calls on a regular basis to make any needed changes to maximize quality and closure of sales.
Yes
No
23. We are effectively capturing internet leads and effectively following up on these in an effective manner.
Yes
No
24. We have an effective upsell & down sell process.
Yes
No
25. We have an effective process for identifying ongoing and changing customer needs.
Yes
No
26. We have an effective process for identifying ongoing and changing objections & negotiations.
Yes
No
27. We have clearly defined sales processes and procedures in place that are working effectively.
Yes
No
28. We respond immediately & effectively to any customer concerns.
Yes
No
29. We have an effective customer management software system in place & understood by all members of the team.
Yes
No
30. We have an effective & active YouTube channel & we are doing videos on a regular basis to promote through social media.
Yes
No
31. We are looking to expand our video offerings in 2023.
Yes
No
32. Our systems are in place that insure no one on the team is irreplaceable (including myself) and we have the process in place for locating replacements.
Yes
No
33. We have an effective way of adding sales from customers who leave us voicemails outside of our office hours.
Yes
No
34. We have a unique way selling proposition that is distinctive, clearly defined and implemented consistently.
Yes
No
35. We have implemented an effective chat system to capture more visitors to our website & convert them to customers.
Yes
No
36. We have an effective social media program that promotes our brand on a consistent basis.
Yes
No
37. We have assembled a process of having a second string ready to move into place in the event we lose a player at a critical time.
Yes
No
38. We are actively working to build our authority & expertise in the market that we serve.
Yes
No
Other
How many of these activities do you excel in?
How many are you average in?
How many do not exist in your operation or need work?
My notes on Section 1/ Sales & Marketing
Section 2/ Operations
1. We have developed a unique customer service experience.
Yes
No
2. We have clearly defined systems and policies that allow our employees to follow our company guidelines but allow them latitude to exceed our customer's expectations.
Yes
No
3. We have clear-cut and understandable return/refund policies that cover the needs of the company and allow us to keep our customers happy.
Yes
No
4. We consistently review customer feedback and regularly track and monitor data; insuring we are exceeding our customer's expectations.
Yes
No
5. We have a daily meeting process where tracked results are presented & daily training is included.
Yes
No
6. We consistently and continually work to ensure our team understands & has bought into out mission and core values.
Yes
No
7. We have tested customer appreciation and thank you process we are happy with.
Yes
No
8. We have an effective documentation and reporting system in place and operable, this system allowing us to monitor our quality and insure we are meeting our customer's expectations.
Yes
No
9. We have an effective quote system accompanied by a process for ordering, invoicing and data recording which includes photo storage and recall.
Yes
No
10. We have the most effective, up to date and state of the art tooling and equipment for our technicians.
Yes
No
11. We have regularly scheduled company meetings to share with our staff members how we are progressing and where we need to improve.
Yes
No
12. We have an organized warehouse that is thoughtfully laid out and maintained, insuring there are no excess steps for locating stock and that we minimize waste.
Yes
No
13. We have an effective system in place to market for, locate, assess, onboard and train new members of the team..
Yes
No
14. We have an effective means of vetting potential employees & a fast track training system to quickly bringing them up to speed.
Yes
No
15. We have a productive way if evaluating & conveying both individual & company performance to our staff.
Yes
No
16. We have an effective in-house on-going training program that keeps our staff at the top of the local market and industry standards.
Yes
No
17. We have a person in-house who can present effective training on an on-going basis.
Yes
No
18. We have an effective waste tracking & are reducing waste by a minimum of 15% each year.
Yes
No
19. We have an effective ride along training program to ensure our techs are aware of all their needs to improvement and where they need to improve.
Yes
No
20. We have identified the traits of an ideal hire.
Yes
No
21. We know where to recruit new talent from.
Yes
No
22. We have systematized orientation/onboarding process in place for new hires.
Yes
No
23. We are effectively using both DISC and Color Coding to allow us to understand ourselves and the members of our team in order to provide the best leadership possible.
Yes
No
24. We have a 90-day review process systematized into our processes.
Yes
No
25. We have annual reviews scheduled for each member of our team..
Yes
No
26. We have a system for 360-degree feedback in our annual review process.
Yes
No
27. We have a culture in our company that meets our goals & expectations.
Yes
No
28. Our turnover with staff is under 10%.
Yes
No
29. We have a safety plan in place that meets all OSHA requirements.
Yes
No
30. We have a process where all OSHA forms are complied with. This includes our OSHA 300 form if we have 10 or more employees.
Yes
No
31. We are utilizing DISC Behavior Assessment without exiting team members and with any new hires in the interview process.
Yes
No
How many of these points do you excel in?
How many are you average in?
How many do not exist in your operation or need work?
My notes on Section 2/Operations
Section 3/Administration
1. We track, record and report sales daily by person, profit center, product and service.
Yes
No
2. We have a budget that serves and the financial GPS for the business.
Yes
No
3. We track the source of each sale & customer.
Yes
No
4. We track & report sales closure by day & person.
Yes
No
5. We have a daily waste reduction goal we track daily in all operations.
Yes
No
6. We track and monitor our financial data weekly and adjust our operations and budget as needed to insure we can accommodate all changes in the business climate.
Yes
No
7. Our new 2023 budget is in place & ready to be implemented for the upcoming year.
Yes
No
8. We have regularly scheduled manager's meetings that are held at the same time each week with an agenda & way to record results and decisions.
Yes
No
9. We have a cash flow management process that includes payroll, payables, receivables, and reserves.
Yes
No
10. We have a plan which includes funding and scheduling our insurance and tax payments built into our budget.
Yes
No
11. We have an exit plan that is supported by our budget, in other words are we seeing the ROI that is required for the exit plan to be realized.
Yes
No
12. We have and regularly review Key Performance Indicators to monitor our company's financial health and progress towards goals.
Yes
No
13. We measure our financial position at least once a month & can specify why there are variances that we did not predict.
Yes
No
14. We review our legal and insurance exposure on an annual basis to ensure that we are properly protected.
Yes
No
15. We have a set number of KPIs & we monitor these weekly.
Yes
No
16. We make effective use of our relationship with coaches and outside advisers.
Yes
No
How many of these do you excel in?
How many are you average in?
How many do not exist in your operation or need work?
My notes on Section 3/Administration
Section 4/ Leadership
1. I'm an effective coach and mentor to my staff members and respected by my staff for my leadership skills. They follow me because they truly want to, not because they are required.
Yes
No
2. We have an effective, up to date employee handbook.
Yes
No
3. We have a written business plan that includes our vision, marketing plan, sales plan, operating plan, administrative plan and exit plan that is regularly reviewed and updated quarterly.
Yes
No
4. We have an effective organization chart that covers our operation & avoids overlapping responsibilities.
Yes
No
5. We have daily meetings, weekly management meetings and monthly company meetings that are scheduled and have an agenda that is properly prepared for.
Yes
No
6. We have an effective organization chart that covers our operation and avoids overlapping responsibilities.
Yes
No
7. We have an accountability chart & written description identifying the expectations of each staff member.
Yes
No
8. We have and effective & growing operations manual that covers all aspects of our business.
Yes
No
9. We have an effective compensation plan in place that includes a pay & benefits package that create high employee morale & rentention.
Yes
No
10. The business can exist & operate without me.
Yes
No
11. The business can be sold at an amount that would be satisfactory to me.
Yes
No
How many of these do you excel in?
How many are you average in?
How many do not exist in your operation or need work?
My notes on Section 4/ Leadership
Section 5/Personal Analysis
1. I consider myself an effective leader.
Yes
No
2. If things do not go as planned, I look at myself first & do not randomly level blame at others.
Yes
No
3. When there are issues, I react to take care of the issue and act to track down and eliminate the source of the problem.
Yes
No
4. I look for my own weaknesses and work to combat them and I key on my strengths.
Yes
No
5. I review my team regularly to determine if I have the right people in the right seats and I work to place my people in the right seat to fit their skills.
Yes
No
6. I am an effective manager of people. I hire at the right pace. I counsel my staff effectively and I can fire if the need arises.
Yes
No
7. I have determined if I am an implementor or a visionary and I have someone on my staff or on contract as an outside source to provide the other key ingredient of effective leadership for the company.
Yes
No
8. I have created a mid-level management team & have surrounded myself with the expertise needed to drive me to my goals.
Yes
No
9. I budgeted my time properly to devote to both family & business so that one does not take from the other.
Yes
No
10. I have set aside time in my schedule to work on the business and I'm devoting the proper amount of time to excel as a leader.
Yes
No
11. I effectively manage my time to make optimal us of each day.
Yes
No
12. I enjoy my job an derive great pleasure in the work that I do.
Yes
No
How many of these do you excel in?
How many are you average in?
How many do not exist in your operation or need work?
Notes on Section 5/Personal Analysis
How did you score?
Sales & Marketing
Excel
Average
Needs Work
Operations
Excel
Average
Needs Work
Administration
Excel
Average
Needs Work
Leadership
Excel
Average
Needs Work
Personal
Excel
Average
Needs Work
Wheel of Success! Is your wheel round?
The below wheel has the various segments of business that should be reviewed (sales & marketing, operations, leadership, administration & personal). Just like a wheel that may be out of round does not roll well a business that is out of round does not roll properly. From the worksheet where do you need to concentrate efforts in 2023 that may be your weak areas?
How to drill down to put together your goals!
HERE ARE SOME OTHER AREAS TO CONSIDER FROM THIS SELF EVALUATION:
What areas are you most satisfied with?
Is a member of your team handcuffing you from moving to where you want to go?
What areas do you feel need the most work?
What areas have your most complete focus?
What areas need increased focus in 2023?
What tasks are you doing that you hate? What has kept you from placing them in your suck bucket?
Write down goals for 2023.
What accomplishments would you like to achieve in 2023?
When, how and why would you exit from the business?
What is missing that would make your business a turnkey operation, so you could walk away and still draw a 15%-20% return with someone else managing the business for you? Could you sell the business at a significant return on your investment?
What do you want to be talking about on January 1, 2024?
List your top 3 frustrations and your plan to eradicate each of these in 2023.
How can CVC Success Group better serve your needs in 2023 to provide you with the most value from our relationship?
Goal Setting Guide
Reviewing where you presently are is the first step in the process, once you have established your present baseline it is now time to move into the goal setting process. You should set them lofty but attainable. Then determine how you will measure your progress and track your success. Remember writing them down where you can see them will serve to keep you on track. I suggest these need to be on a wall near your desk as an ongoing reminder to you. From the long-range goals, you have in mind, make sure to set the short-term goals to achieve these. Do these in 60 to 90-daytime frames. Set this on your calendar, setting own what will be accomplished by that date. Remember, setting goals is not going to provide you the results without implementation and without a means to measure your progress. Review them often to insure you are on track to reach each of them. Let’s make 2023 the year of record accomplishment. CVC Success Group is here for you and with you, and we look forward to seeing you achieving each one of your goals!
Jerry Isenhour / Sheryl Isenhour / Brandi Biswell
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