Getting Performance Reviews Right
I recently had an opportunity to chat with Martin Sinderman to provide my perspective on performance reviews for his article in ChannelPro. I stressed the importance to Martin of changing the execution of performance reviews away from a potentially one-sided and subjective yearly (or longer!) audit by a manager, supervisor, or sometimes someone the employee doesn’t even report to directly. That scenario leaves no opportunity to objectively coach and mentor employees on a regular basis and in real-time to improve their performance towards reaching their goals or KPIs.
What I’m driving at is that waiting a year or longer to give an employee feedback and course correction is just too late – the horse has already left the barn. Instead, I recommend providing staff with quarterly reviews designed to give them the guidance they need more regularly and consistently. This approach provides them the best opportunity for continual improvement, allowing them to qualify for the performance bonuses, benefits, or other incentives you have made available for them to achieve.
More regular reviews allow employees and their managers opportunities for constructive feedback around shared goals, accountability, and partnership for mutual benefit. They also provide a forum for employees to hold leadership accountable to helping them reach shared goals by delivering promised training, coaching, and incentives to them.
And while the thought of conducting reviews more often might sound unappealing due to time constraints, if they are conducted objectively and focused primarily on actual performance data, they tend to go much faster than yearly reviews. But more importantly than that, they allow more time at the right time to discuss and solve challenges or bottlenecks hampering an employee from achieving their full potential.
The key to ultimate success in conducting these sessions as I’ve described is removing emotion from these meetings. This is done by collecting and evaluating trustworthy data. In the absence of data, these conversations, and perceptions of an employee’s performance and overall value to the organization may end up relying on feelings and emotion – the enemy of objective performance measurement and effective leadership, coaching, and mentorship.
Collecting objective data requires your systems and platforms to be optimized to properly measure and report on an employee’s performance, and the employee must utilize these platforms correctly. For a billable technician, this means they must document all of their time in your PSA or ticketing platform according to your standards, and follow your established procedures during service delivery.
If your platforms aren’t integrated and optimized to leverage automation as much as possible and you haven’t standardized and documented your service delivery processes properly, your team’s morale and performance will suffer. And you should never penalize your staff for performance bottlenecks over which they have no control. This is why it is critically important towards achieving your mutual goals that they are confident in your support in their growth path within your organization and that their performance is being measured objectively.
ChannelPro 5 Minute Roundup for the week of July 11th, 2022
N-able news, LinkedIn Training and Pizza Pizza!
In this podcast episode, Rich and I discuss N-able’s new solution bundle for emerging MSPs, the awesome employee training tool you already have but don’t use (hint: it’s LinkedIn), and a guy who loves pizza SO much that he nearly climbed into an oven to get some. If you haven’t tuned in to our weekly podcast – what are you waiting for? By the way – we’re also on video!
Click here or the image above for the video!
Catch Up With Me At CompTIA ChannelCon!
My MSP Sales App Prices Your Services & Creates Your Proposals, SOWs, and Business-Winning PowerPoint Sales Presentations in Minutes!
When preparing your sales proposals, statements of work, and sales PowerPoint presentations for new business opportunities:
- Does it take way too much time to do?
- Is it so complicated that it falls to the bottom of your to-do list?
- Are you challenged when pricing to maintain consistent margins?
- Do you have to use too many different tools/platforms/calculators?
- Are you the only one that can do this critical function, hence the bottleneck?
- Are late proposals to prospects and clients the norm, delaying new revenue?
If you’ve used tools like MSP Pricing Calculators and Sales Proposal and Statement of Work Templates, you know how time-consuming it can be to price your services for 3 distinct bundles and transfer all of that information between these distinct assets.
Or maybe you’re using a “Swiss Army Knife” platform for your business that promises to do it all, but is simply too kludgy and takes too many clicks and screens to deliver an unattractive, simplistic quote?
Let’s face it, to win more business what you really need is a truly consultative sales proposal that wins business fast, along with the appropriate SOW and a business-winning sales PowerPoint slide presentation deck that you can create in mere minutes.
This is just what my new MSP Sales App does. It creates my MSP Mastered® Consultative Sales Proposal for Managed Services and Cybersecurity with 3 options (good, better, best), along with each option’s Statement of Work for you, along with my proven MSP and Cybersecurity Sales PowerPoint Presentation, with pricing and terms in minutes!
I’ll say it again – with my new MSP Sales App, you can build and price your offerings customized for each prospect or client to maintain your margins and export a professional, consultative sales proposal, SOWs, and sales presentation in minutes!
To effectively address the cybersecurity needs of your existing clients and new prospects, you’ll need to design and price your services and bundles; and refine your marketing and sales approaches to serve 2 distinct audiences.
The first audience includes regulated businesses; or businesses that must meet and demonstrate compliance with specific regulatory requirements such as HIPAA, SOC Type 2, PCI DSS, GLBA, NIST 800, FIPS, CMMC, GDPR, and others.
The second audience is those businesses that do not fall under any specific regulatory guidelines but must strengthen their cybersecurity posture nonetheless to reduce their risk and liability.
In addition, and regardless of any client or prospect’s specific regulatory requirements, your services will need to demonstrate compliance with the conditions of their individual cyber liability insurance policies.
This must-attend MSP Mastered® session is for operations, marketing, sales, and technical leaders and teams.
What you’ll learn:
- Building, bundling, and pricing cybersecurity services for regulated and unregulated clients
- How to adjust your sales process for different audiences to accelerate sales velocity and close more deals
- Positioning and delivering phishing defense and email security to protect your clients from cybercriminals posing as trusted contacts
BONUS: All attendees to this must-attend technical Webinar will receive my 4-page MSP Mastered® Cybersecurity Sales Qualifying Questions Reference!
Through the end of July, I’m offering 50% off of all DIGITAL ASSETS AND MASTERCLASSES in the store! It’s chock full of my most effective business improvement and transformation assets including my best-selling books, audiobooks, and white papers.
You’ll also find my business process checklists, pricing, comp plan calculators, and hiring and HR tools like employment ads and job descriptions. I’ve also included my business-winning sales proposals, MSAs, SOWs, service agreements, and much more.
USE COUPON CODE: July50Off! and get 50% off your entire cart! Expires Sunday, July 31st!
Thursday: The Virtual MSP Happy Hour™
Compliance & Audit Cranberry Cooler Edition!
Thursday, July 28 @ 2pm PDT / 5pm EDT
If you haven’t attended an MSP Happy Hour™ yet, you’re missing out big time!
Another great prize! – Mary
Great event! – Coleman
Another great Happy Hour! – Michael
Join me and my MSP friends, colleagues, and special guests for our next MSP Happy Hour™ event!
This new event is meant to give us all an opportunity to have a little fun, a few laughs, and blow off some steam as we get to know each other better over a themed cocktail (or mocktail) – and learn new things!
We’ll keep the conversation light, and humorous and have special drawings and giveaways for attendees, so register now and let’s have a great Happy Hour together!
WE’RE GIVING AWAY $2,500 IN PRIZES!
This MSP Happy Hour’s
The Compliance and Audit Cranberry Cooler – Vodka, Triple Sec, Cranberry Juice, Ginger Ale, Lime
After registering, you’ll get an email with a short, funny video on how to mix this drink, an ingredients list, and instructions to make alcoholic and non-alcoholic versions of our signature cocktail. Get your shopping done before Happy Hour, and we’ll toast together as we socialize together, play fun games for prizes and chat Audit and Compliance!