Traction by Gino Wickman - Book Summary

Read Deepak’s latest notes from “Traction by Gino Wickman”

• 7 main tools

• PL is a model for other businesses in terms of operations and management
• Work deeply and in sprints. Dedicated time per business unit
• Shiny stuff - when we get excited. Look inwardly. Focus on a challenge inside the business.

1. Focus upon your acres of diamonds
2. E.g. projects to boost morale and drive
3. New products in line with companies core focus and service
4. Interview your top clients to discover what is working what is not working
5. Audit current services and assess what is working and what is not working

• Schedule a weekly clarity break. A dedicated hour to just think about your problems
• Organizational checkup

1. Clear vision in writing that been properly communicated - 2
2. Our core values are clear, and we are hiring and rewarding and firing around them- 2
3. Our core business is clear,r and our systems and processes reflect that - 3
4. Our 10-year target is clear and has been communicated to everyone 2 Our target market is clear, and our sales and
5. marketing is focussed on it-1
6. Our differentiators are clear, and all our sales and marketing efforts communicate them - 3
7. O. We have a proven process for doing business with our customer,s and it has been name,d and everyone adhering to it - 3
8. All of the people in our organisation are the right people 3
9. Everyone has rocks and is focused on them

• Friday meetings format

1. One thing you're struggling with
2. One thing the business could do better
3. One thing someone you worked with could do better
4. One thing you did well
5. Your feeling of productivity this week and how you plan to improve it next week
6. One suggestion to improve something within the business
7. SWOT of biz then allocated to a person
8. Turn off phone notifications
9. Close your browser's
10. Keep weekly tracker of commitments motivation numbers and tracking numbers
11. Give clockify number
12. Conclude is a recap to-do list

• Continue Friday meetings with lon
• Commitment Fizzle is real. Committ consistently!!
• List all properties and then get them down to 3
• Have 3 ROCKS every 90 days
• Keep your eyes on the prize throughout the year and another emergency
• Each documented process becomes packages
• Processes

1. Hiring
2. Sales
3. Operations
4. Accounting
5. Retention

• IDS every conflict with clients - identity discuss then solve
• Suffer short term pain not long term pain
• The issue which you fear the most is the issue you need to solve first
• Live with it end it or change it
• If you don't know where you're going you'll never get to your destination
• We made every decision like we were going to the Superbowl
• Shiny object alert!!!!
• Stop Tangents
• Issues solving track

1. Order in terms of priority
2. One problem might solve many others
3. Identify real issue - most time stated issue is symptom of the real one
4. Will be like peeling an onion - several layers
5. Stop going off in tangents

• Read 5 dysfunctions of a team
• Create a worldwide issue list

1. Weekly team meeting discuss general business issues
2. Open and honest teams
3. Non-urgent issues
4. Weekly leadership team issues list
5. Key employee issues
6. HR policy issues
7. Weekly scorecard being off
8. Departmental issues
9. Client difficulties
10. Process and system-related problems
11. Presentation/sales and marketing materials

• Find commission crowd alternatives
• Olon didn't tell me about Omri intro or any old people he followed up with - clarify?
• Finish the internship manual in Archbee
• Build the entire commission caller training in Archbee
• Everyone has one number they must commit to

1. Not a single person cannot escape this
2. Share the number in weekly meetings
3. Numbers are objective
4. Great people love numbers
5. Lydia - tasks still pending
6. Tenny-affiliates approached
7. Salahuddin - blogs written
8. Mo-weekly revenue achieved
9. Semil - client questions pending
10. lon - pitches made/revenue booked
11. Phillip - Ulinc messages answered
12. Kaushal - new pages designed
13. Fares- new pages designed
14. Joe - pitches made

• Build Individual commission structure sheets

1. Wordpigeon
2. Serpwizz
3. PLL
4. PLS
5. Kemistri

• Need an overall company scorecard for different metrics

1. Weekly sales
2. Weekly calls booked
3. Marketing spend monthly

• To make a hard decision it's just 36 hours of pain
• Kill dead weight in business if they don't really fit
• Develop people plan for agencies based upon function's
• Visionary needed also

1. R And D
2. Major ideas
3. Problem-solving
4. Culture
5. Selling

• CEO comes from an internship in the end
• Develop a pre-sales sheet for Lead Gen that clients must accept
• Clockify for all starters. Build incentives for getting things done to bump up salary?

1. Clockify stats logged
2. Audible hours read
3. Quora answers written

• Vision Component

1. What are your core values
2. What is your core focus
3. What is your 10 year target
4. What is your marketing strategy
5. What is your 3-year picture
6. What is your 1 year plan
7. What are your quarterly rocks
8. What are your issues

• Lydia highlight one person per week to give $15 Amazon Gift card for fulfilling a company value
• We guarantee to rank you page 1 within 90 days or your money back
• Core values?
• Vision

1. What are your core values?
2. What is your core focus
3. What is your 10 year target?
4. What is your marketing strategy?
5. What is your three year picture?
6. What is your one year plan?
7. What are your quarterly rocks
8. What are your issues?

• Kill Lead Generation, Kill Sales and CRO, JUST do SEO?
• lon-don't accept any companies with poor products
• Build the Pearl Lemon Vision in detail
• EOS system beliefs

• You must choose an operating system for your company that everyone adheres to
• 1. Simplify the organisation 2. Delegate to elevate 3.Predict both long term and short term 4. Systematise 5, Structure your company the right way
• Are there turn key processes for team to follow?
• Need Lead Gen automated emails for new clients
• Customer Retention Process?
• O Consider asking lon to take one month off book deals but no one starts until July whilst I build up operations
• Need to focus on internal growth to grow externally faster
• Lydia/Semil/Mo parent everyone to greatness (Alex in time)
• Give Salahuddin goals for Uscombatsports growth
• Ask Josh to continue Hired Sales guy plus main team member left
• Organisational Check Up - currently 49%

1. Vision in writing shared by everyone - 1
2. Start timer
3. Our core values are clear and we are hiring firing and rewarding around them - 2
4. Our core business is clear and our systems and processes reflect that - 2
5. Our 10 year target is clear and has been communicated to everyone - 1
6. Our target market is clear and our sales and marketing are focussed on it - 1
7. Our differentiators are clear and all of our sales and marketing reflect them - 3
8. We have a proven process for dealing with customers it has been named and visually illustrated and everyone is adhering to it-2
9. All of the people in our organisation are the right people - 4
10. Our accountability chart and an organisational chart of people's roles and responsibilities is clear complete and constantly updated - 3
11. Everyone is in the right seat - 4
12. Our leadership is open and honest and demonstrates a high level of trust - 4
13. Everyone has rocks and clear priorities per quarter - 2
14. Everyone is engaged in regular weekly meetings -4
15. All meetings are at the same time every week on the same day with the same printed agenda and start on time and end on time - 4
16. All teams clearly identify and discuss key issues for the
17. greater good and long term - 2
18. Our systems and processes and simplified documented and followed by all - 2
19. We have a system for employing regular customer and employee feedback and know their level of satisfaction - 3
20. A scorecard for weekly metrics and measurables is in place - 1
21. Everyone in the organisation has a number - 2
22. We have a budget and are monitoring it regularly is monthly or quarterly - 2
23. Score = 49%

• Add processes for sales team as well
• 90 day targets for all team ask them to pick something for themselves
• Add processes for SEO team in Archbee
• Everyone should have one number to go after
• Weekly scorecard of the company
• Right people in the right seats