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CEOFlow Intro Webinar 11.11.09

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CEOFlow Intro Webinar 11.11.09

  1. 1. CEOFlow<br />“Turn Your Employees Into Mini-CEOs”<br />
  2. 2. CEOFlow Is For You If You Want To…<br />Inspire your employees to care as much about your business as you do<br />Create an environment where you employees always do a great job without you having to push them<br />Make sure you have the right systems in place for your employees to generate predictable sales time and time again<br />Ensure that your employees give your customers the level of service and care that your business promises <br />Get as much free time as you desire to have fun with your family, travel, or just get away for an adventure<br />
  3. 3. Three Pillars: Money, Freedom & Adventure<br />3<br />
  4. 4. Business Is Transforming<br />
  5. 5. The Transformation Of Business<br />“Push” Management <br />Employees pushed to do work as an obligation<br />Hard-ass CEO<br />Employees difficult to motivate<br />“Do as I say, not as I do”<br />Internal competition<br />Decisions pushed up to highest levels<br />Employees sink-or-swim<br />“Pull” Management <br />Employees “pulled” by the opportunity to contribute <br />Authentic CEO<br />Inspired employees self-motivate<br />Everyone in the same boat<br />Internal collaboration<br />Decisions made at the lowest level possible<br />Nurturing people<br />
  6. 6. Problems<br />You feel like you’re working for your business, rather than having a business that works for you<br />You feel like the business needs a lot of pushing and effort to make it work, it doesn’t flow easily<br />More loneliness and stress at the top<br />Grudgingly motivated employees<br />High turnover<br />Sales and services challenges<br />Uncertainty about next steps, direction<br />
  7. 7. My Story: Part 1<br />Stanford Undergrad + GSB dropout<br />CEO of LeaseExchange: -$5 Million<br />Ironman Triathlon (+ a 3-day coma)<br />28-day Boulder Outdoor Survival School field course<br />Aka “The bug eating trip”<br />Four years at Salesforce.com in sales & acquisitions<br />Created a sales lead generation process & self-managing team that sourced $100 Million in recurring revenue for salesforce.com<br />Sales book deal with Wiley (#1 business publisher)<br />
  8. 8. My $100M Self-Managing Sales System<br />I created a highly predictable sales lead generation process<br />Structure: 1 team lead for every 5 direct reports <br />Sub-teams managed their own: <br />Quality control of sales processes (audit process)<br />Small incentive/marketing budgets<br />Hiring, training <br />Peer reviews<br />Rotating responsibility for who managed the weekly “Salesforce University” team meeting<br />Whole sales team involved in creating the team vision, comp plan & reporting and reconciling (transparent compensation)<br />Team continued growing after I was promoted to acquisitions<br />
  9. 9. A Day In My Salesforce.com Life<br />I never had fires to fight! I could spend my time investing in the long-term success of my people and my own contribution to salesforce.com<br />7a: Wake up, workout, motorcycle to work<br />9a: Get to work<br />9a-10a: Email<br />10a-12a: “Important, urgent” Walk around and do troubleshooting coaching (such as sitting on sales calls)<br />Lunch<br />1p-5p: “Important, not urgent”<br />1-1 coaching, walking around and talking with team<br />Work on a project for next month (such as a new lead generation experiment)<br />Win/loss studies on how to improve results<br />End-of-the-month reporting up<br />
  10. 10. My Story: After Salesforce.com<br />‘Entrepreneur-in-Residence’ at Alloy Ventures ($1B)<br />On 10 advisory boards + investor in six companies<br />Founded PebbleStorm, for clients who want to love their work and its rewards:<br />Aspiring entrepreneurs looking to grow a business around their Unique Genius (who then hire people and turn into…)<br />CEOs who want to turn employees into mini-CEOs<br />
  11. 11. My ‘Big Wave’: Project 2057<br />Help 100 million people make money through enjoyment <br />Help them create $1 trillion in new wealth<br />Find ways to measure & increase their happiness with work<br />
  12. 12. Still Adventuring ‘07-’09<br />A month in Nepal/Bhutan/Tibet<br />A month in Bali <br />A month in Buenos Aires<br />A month in China/Japan<br />PebbleStorm Retreat in Kauai<br />10-day Silent Vipassana Meditation <br /> Retreat<br />Burning Man<br />Hoffman Institute<br />Motorcycling<br />
  13. 13.
  14. 14.
  15. 15. Zappos, Salesforce.com, Facebook, Google…<br />
  16. 16. CEO As The Pebble In The Pond<br />
  17. 17. Example: Zappos!<br />Ranked #23 on Fortune’s Best Companies to Work For<br />Zappos’ revenue was more than $1 Billion in 2008<br />“Zappos avoids serious titles & uses parties, parades and decorations to open up trust and communication between depts…and to bring customers in on the fun.”<br />
  18. 18. CEO Sweetspot<br />
  19. 19. Proven CEOFlow Track Records<br />Gore & Associates<br />Semco<br />Zappos<br />IDEO<br />1-800-Got Junk<br />Patagonia<br />USAA<br />Nearsoft<br />Sea Smoke Cellars<br />AES / Dennis Bakke<br />Joie de Vivre Hotels <br />MindValley<br />Menlo Innovations<br />Axiom News<br />
  20. 20. Extreme CEOFlow: Semco & “The Seven Day Weekend”<br />Semco is a $300 million+ company, growing 25% per year.<br />Semco has no organizational chart. <br />No one approves reports or expense accounts. <br />There&apos;s no business plan or company strategy, no two year or five-year plan, no goal or mission statement.<br />There’s no long-term budget. <br />The company often does not have a fixed CEO. <br />There are no vice presidents or CIOs. <br />There are no standards or practices. <br />There&apos;s no human resources department. <br />There are no job descriptions or employee contracts. <br />
  21. 21. What Is CEOFlow? The Systematization Of What The Founders Of These Successful Freedom Companies Have Organically Created<br />
  22. 22. CEOFlow’s Puzzle Pieces<br />CEOFlow includes: <br />A “CEOFlow System”, delivered through individual and group coaching <br />Including how to create predictable sales & revenue<br />A community of peers<br />Tools, case studies, CEO interviews<br />Fun adventures! (Local and world)<br />Future: a book<br />
  23. 23. Aaron’s Golden Rules Of An Employee-Led Business<br />You work for your employees<br />Create a culture of no surprises and no blame<br />Let go of those who don’t belong<br />Allow your employees to stumble<br />Take baby steps <br />Get a coach or mentor<br />Find a community of like-minded CEOs<br />
  24. 24. 5 Myths About Getting The Most Out Of Your Employees<br />You must always seem strong, in control and have all the answers <br />Employees don’t need to (and shouldn’t) know everything that’s going on in the business<br />You have to sacrifice a lot of your own enjoyment and fun for your business to succeed<br />Mistakes and failures are bad <br />The more you work, the more successful the business will be <br />
  25. 25. The Step-By-Step CEOFlow System<br />CEO Gets Clear<br />Choose Your Next Adventure<br />Create A Shared Vision<br />Set Up Your Rhythms (Your Drumbeat)<br />What kinds of meetings & events, when<br />Share The Journey<br />Share The Results<br />Gratitude, Profit Sharing<br />Help Choose A Next Adventure<br />
  26. 26. Example: Set Up Your Rhythms<br />Transparency & regular communication are essential to creating flow & mini-CEOs<br />Morning Team Check-Ins (3 Goals Habit)<br />Weekly Staff Meetings<br />Regular anyone-is-invited “Meeting Of The Minds” sessions – for anyone who has ideas & wants to help solve problems<br />Friday CEO Updates / Q&A<br />Monthly All-Company Update & Conversation<br />Best: share the board slides with the company<br />Quarterly (Inexpensive) Offsites For All Teams<br />Monthly Internal Coaching / Mentoring Sessions<br />Forget annual performance reviews<br />
  27. 27. CEOFlow Surveys To Measure Flow<br />
  28. 28. Creating Predictable Sales<br />Ideal Customer Profile<br />Leads: Seeds, Nets, Spears<br />(Spears) Outbound selling<br />Funnels<br />&quot;Selling To Success&quot; sales process<br />Inbound lead management<br />Key Performance Indicators<br />Sales org design & roles<br />Sales talent: hiring, training<br />Sales management best practices<br />
  29. 29. Mini-CEO Adventures: Treasure Map Hike<br />
  30. 30. Bigger CEO Adventures<br />A motorcycle trek across Europe<br />
  31. 31. Bigger CEO Adventures<br />A family friendly yoga and hiking trip to Machu Picchu<br />
  32. 32. Sales Consulting, Freedom Coaching, Adventures<br />32<br />
  33. 33. Benefits To CEO, Employees, Investors<br />Inspired mini-CEOs who want to make a difference and contribute like partners<br />More practical revenue-generating ideas<br />More practical cost-saving ideas<br />Lower turnover<br />Attract high-quality new talent<br />Happier customers = more profit & growth<br />Faster, more sustainable sales<br />Reduced support costs and problems<br />Sustainability: a company that is not dependent on the CEO or single employees<br />More revenue: A CEO and executive team that is more creative, strategic and energized<br />
  34. 34. One Bundle Idea: Sales + Freedom + Adventure<br />Sign up for a CEOFlow group adventure (motorcycle trek in Europe, Machu Picchu, etc)<br />Now you’re committed to developing your business<br />In preparation for the trip: a 6-month program to <br />a) Turn your employees into mini-CEOs, and <br />b) Systematize sales/results<br />The mini-CEOs get mini-adventures of their own<br />2Levels of service<br />Gold: Mastermind/Group <br />Platinum: Gold + Private Aaron Sessions<br />Success metric: “The CEO enjoys their adventure and the company performs better in their absence”<br />Start January 2010<br />
  35. 35. Another Idea: A La Carte<br />A focused Sales program, or<br />A focused Freedom (“mini-CEOs”) program,or<br />Just sign up for Adventures<br />Two levels:<br />Gold: a 6-month Mastermind (group) program with regular content and Q&A calls, a 2-day live retreat, etc.<br />Platinum: Gold + Private Aaron Sessions<br />
  36. 36. 36<br />
  • sultanM3

    Jun. 7, 2017
  • Fruchier

    Jun. 6, 2015
  • NarayananCK

    Feb. 8, 2015
  • ethtan

    Jan. 30, 2015

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