{"id":1171,"date":"2025-09-22T16:46:27","date_gmt":"2025-09-22T14:46:27","guid":{"rendered":"https:\/\/ellecubica.it\/en\/?post_type=news&p=1171"},"modified":"2025-10-17T17:20:02","modified_gmt":"2025-10-17T15:20:02","slug":"stop-talking-about-results","status":"publish","type":"news","link":"https:\/\/ellecubica.it\/en\/blog-coaching\/stop-talking-about-results\/","title":{"rendered":"Stop talking about results"},"content":{"rendered":"\n
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Managers often talk about results, sales, profit, etc.\u00a0<\/strong>There are targets and objectives to achieve \u2013 at an individual and team level \u2013 to meet the\u00a0organization\u2019s medium and long-\u00a0term goals.<\/p>\n

There is a truth:\u00a0If you want to achieve amazing results you have to stop talking about them and start\u00a0the\u00a0discussion\u00a0about\u00a0performance.\u00a0<\/strong><\/p>\n

I got to know the topic of performance evaluation in 2005 thanks to my boss, the International\u00a0Business Director of the company I was working for at that time. Andy is his name,\u00a0and he\u00a0is now working together with me and my team supporting our customers in their\u00a0international and intercultural challenges.<\/strong><\/p>\n

One day, early November,\u00a0he wrote\u00a0an e mail\u00a0to me and the other\u00a0two\u00a0export managers of the company,\u00a0asking\u00a0us\u00a0to evaluate him. It was something like \u201cHey folks,\u00a0what\u00a0kind of vote would you give me as your boss and as a sales manager?<\/strong>\u201d. I remember exactly the\u00a0moment\u00a0I looked towards\u00a0Fabio, one of my export colleagues, the same split second\u00a0he was looking to\u00a0me sharing an equivalent\u00a0\u00a0look of surprise\u00a0as we sat in\u00a0the office with a stunning view over\u00a0the\u00a0Milan metropolitan area. With that first email, Andy was introducing to us the topic of\u00a0performance management and KPIs. During a Skype call he reassured us he was sure that we were working hard and he had\u00a0data to back it up\u2026but the question was, \u201cWas\u00a0everyone working on the right things?\u201d\u00a0Did our\u00a0work achieve the outcomes that he and the organization\u00a0needed\u00a0and expected?<\/p>\n

Having\u00a0a\u00a0Key Performance Indicators (KPIs) management\u00a0tool in place\u00a0would have\u00a0enabled us\u00a0to\u00a0quickly\u00a0answer these questions, by quantifying individual and organizational goals, and evaluating performance accordingly.<\/strong><\/p>\n

From that moment on I\u00a0started a journey measuring my performance\u00a0rather than my results and supporting people and organisations doing the same using a specific model. In order to do that properly and bring value to our customers,\u00a0I\u00a0use the powerful tool of\u00a0business coaching.<\/span>\u00a0This has enabled\u00a0me and my team to\u00a0develop\u00a0a framework\u00a0called PMS 4.0 which stands for\u00a0People, Marketing and Sales 4.0 and represents a model of sustainable international growth for small and medium\u00a0sized\u00a0enterprises aiming to boost their\u00a0business everywhere in the world.<\/strong><\/p>\n

On the 18th of November, for the first time ever, we have decided to share that model with everyone eager to grow internationally. At the marvellous location of Villa Calini in Franciacorta we are holding a workshop running from 10 am through to 6 pm.\u00a0Yes, the workshop is in Italian but we\u00a0will\u00a0soon\u00a0be\u00a0offering webinars in English plus you can ask us for a specific customized training\u00a0package\u00a0to be organized at your site either in Italian or English.<\/p>\n

It may be that\u00a0you are not\u00a0too\u00a0interested\u00a0in participating\u00a0and discovering\u00a0our model.\u00a0I realise that\u00a0it\u2019s not for everybody or every company,\u00a0but\u00a0actually\u00a0for those who are ready to\u00a0take\u00a0their business to\u00a0a\u00a0higher level.<\/span><\/p>\n

Anyway,\u00a0if you are among those who do not\u00a0really\u00a0believe in training and coaching activities, perhaps\u00a0you can still do me a\u00a0small\u00a0favour?\u00a0Stop evaluating your sales through results\u00a0as\u00a0this is old-\u00a0fashioned and\u00a0thoroughly\u00a0ineffective.<\/p>\n

Cheers,<\/p>\n

Lucilla<\/p>\n\n\t\t\t\t\t<\/div>\n\t\n<\/section>\n\n\n\n\n\n\n

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\n\n\t\t\t\t\t\n\t\t\t\tIl pi\u00f9 grande errore nella motivazione<\/span>\n\t\t\t\t
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\n\t\t\t\tIl pi\u00f9 grande errore nella motivazione\n\t\t\t<\/h4>\n\n\t\t\t
\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\n\t\t\t\t
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\n\t\t\t\tPerch\u00e9 la formazione in azienda a volte non funziona\n\t\t\t<\/h4>\n\n\t\t\t
\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\n\t\t\t\t
\n\t\t\t\t\t<\/span>\n\t\t\t\t\t\n\n<\/svg>\n\n\t\t\t\t<\/div>\n\t\t\t<\/a>\n\n\n\t\t<\/div>\n\n\n\t<\/article>\n\n\n\t\n\tSmettere di aspettare la sorpresa<\/span>\n\t\t\t\t
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\n\t\t\t\tSmettere di aspettare la sorpresa\n\t\t\t<\/h4>\n\n\t\t\t
\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\n\t\t\t\t
\n\t\t\t\t\t<\/span>\n\t\t\t\t\t\n\n<\/svg>\n\n\t\t\t\t<\/div>\n\t\t\t<\/a>\n\n\n\t\t<\/div>\n\n\n\t<\/article>\n\n\n\t\n\tBurnout: perch\u00e9 non riesci a staccare (e ti stai esaurendo)<\/span>\n\t\t\t\t
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\n\t\t\t\tBurnout: perch\u00e9 non riesci a staccare (e ti stai esaurendo)\n\t\t\t<\/h4>\n\n\t\t\t
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\n\t\t\t\t\n\n<\/svg>\n\n\n\t\t\t<\/div>\n\n\t\t<\/a>\n\n\t<\/div>\n\n\n<\/section>\n","protected":false},"excerpt":{"rendered":"","protected":false},"featured_media":2294,"template":"","meta":{"_acf_changed":true},"cat-news":[10],"class_list":["post-1171","news","type-news","status-publish","has-post-thumbnail","hentry","cat-news-articoli"],"acf":[],"yoast_head":"\nStop talking about results - Ellecubica EN<\/title>\n\n\n\n\n\n\n\n\n\n\n\t\n\t\n\t\n\n\n\t\n