CEO Today - Executive Coaching 2023

These aspects, combined with the lack of incentive systems known and clear to all, contribute to making the employee less involved in the success of the company and today, in times of great resignation, in which it is increasingly the worker who chooses the company and not the other way around, it makes it very difficult for the company to retain the best resources. The issue of sales, which should be crucial for the economic stability of a company, has shown important shortcomings. The main one concerns the absence, for about 70% of the companies interviewed, of a written sales model, as well as individual scripts for each person in charge of the sale. Moreover, scripts for responding to objections are often missing, leaving the management of the problem at the mercy of the individual employee, something unthinkable for a company that wants to grow. The questionnaire, completed by over 1,500 entrepreneurs, clearly shows a low propensity to systematise and organise processes. Too often the company’s numbers are unknown and rarely monitored, with the risk that corrective measures for the business strategy are not taken in time. The lack of strong leadership also means that the weight of the company falls on the shoulders of the entrepreneur, undermining the sustainable scalability of the company. Who or what is it that inspires your work as a coach? I am inspired to be a business coach by my own clients. They are the ones who push me to keep working so hard. In fact, the birth of my company was inspired by my customers, so it is a choral project. When I started this business, I was alone. Business Coaching Italia was a brand in my head, and I was just Antonio Panico, business coach. ‘Business coach’ because I chose my positioning from the first moment. In fact, I could not do otherwise; it was my clients – entrepreneurs, professionals and managers – who expressly asked me. Then, with time, Business Coaching Italia srl was officially born in 2018. Again, it is not just a company; it is a choral project. The Business Coaching Italia team is made up of professionals, entrepreneurs and managers who have had successful results in their careers and who have chosen to train in my academy. There follows an 18-month-long journey during which they learn to know and apply my strategic and operational protocols: that is, everything that constitutes the BCI Method, and I will tell you... sometimes they know and apply it better than me! CEO Today Executive Coaching Awards 2023 - ITALY - - 28 -

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