Focus Finder: Systems Check

A CLEAR-EYED REVIEW OF THE 12 ESSENTIAL SYSTEMS EVERY HIGH-PERFORMING BUSINESS NEEDS.

Instructions:

This tool is built to show you how your business stacks up across the 12 essential systems that drive real, sustainable growth.

You’ll see a series of statements that reflect what strong execution looks like in each area.

Your job: rate how true each one is for your business.

1 = Not true at all
10 = Nailed it

Be honest. The clearer you are, the more useful the result. You’ll walk away knowing what’s solid, what needs work, and where to focus next.

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RECRUITMENT

We define the outcomes and behaviours for every role before hiring begins.

Our selection process assesses each candidate for cognitive fit, values alignment, and skills.

We use a repeatable, multi-stage process to reduce the risk of hiring the wrong person.

Each role has a clearly defined sourcing strategy to attract the right candidates.

We know how to sell the role and the business in a way that attracts A-players.

MANAGEMENT

We manage both outcomes and behaviours using a clear, consistent system.

Good behaviours are recognised and reinforced consistently across the business.

Managers are confident in addressing poor performance and having hard conversations early.

We define communicate expectations related to activity levels, expected results, and how to handle challenges to our staff.

We use reinforcement tools (like praise, correction, and silence) with intention and consistency.

LEADERSHIP

Leaders in the business consistently model the behaviours and values we expect from the team.

Everyone knows where we’re going and why it matters. Our company vision is shared and meaningful.

Leaders challenge the status quo and encourage process, system and service improvements.

People are empowered and supported to grow, take ownership, and solve problems.

Real time recognition and appreciation are part of our culture.

FINANCIAL FORECASTING

We’ve identified the key drivers of gross margin in our business.

Our forecasts are based on live, driver-based models.

We use forecasting to make better decisions, not just to predict outcomes.

We’ve modelled multiple ‘what-if’ scenarios so we understand our risk and upside.

We regularly review and update our forecast based on changes in the business.

OPERATIONAL PLANNING

We create a clear operational plan each quarter that’s directly tied to our financial goals.

Our top priorities are visible, owned, and tracked, everyone knows what matters most.

The plan includes specific actions, timelines, and milestones.

We revisit and adjust the plan regularly based on real-time results and feedback.

The operational plan gives the business focus. It drives our week-to-week decisions.

EXECUTION

We hold regular team check-ins to review progress on our key priorities.

Each team or individual has a visible scoreboard that shows how we’re tracking.

Everyone makes clear, time-bound commitments and follows through on them.

We focus on a few key actions that move the needle, rather than trying to do everything.

When something’s off track, we deal with it quickly, there’s no hiding from results.

SERVICE MODEL DESIGN

Our service model solves a genuine, high-value problem that our ideal clients care deeply about.

We can clearly explain the value of what we do without jargon.

Our offer is structured to deliver outcomes, not just tasks or hours.

Our clients understand and appreciate the results we help them achieve.

The way we package and position our services makes it easy for clients to say yes.

PRICING

Our pricing model makes sense to the client, it clearly reflects the value we create.

We use contrast and anchoring to frame our pricing so that clients understand the logic behind it.

We confidently explain our price by linking it to the real-world impact we deliver.

We show clients all the ways they’re already paying for the problem and price our offer to show clear value in comparison.

Our pricing is positioned to attract high-quality clients who see us as the best option.

LEAD GENERATION

We have a structured lead generation system that delivers qualified leads consistently, not just when we chase them

Our lead gen focuses on educating problem-unaware and solution-unaware buyers, not just the 3% ready to buy

We guide prospects through a journey of meaningful interactions until they’re ready to buy

We use the right mix of content, emails, funnels, and live events to build trust and stay top of mind

Our system is designed to scale—so lead flow increases as we grow, not just with more hustle

SALES SYSTEMS

We follow a clear, repeatable sales process that moves leads from first contact to decision

Every sales conversation is tracked and managed through a CRM or structured system

There’s no guesswork—each stage of the sales journey has defined actions and criteria

Everyone who sells follows the same process—there’s no ‘hero’ dependency

We rarely lose track of leads—every opportunity is followed up and moved forward or closed

SALES TECHNIQUES

We use a clear conversation structure that helps the buyer feel safe and in control

We pay attention to the buyer’s emotional state and adjust our pace, tone, and approach to suit

We ask questions that help the buyer see the gap in their current approach—without feeling judged

We guide buyers toward confident decisions by helping them think clearly, not feel pressured

Even when we don’t win the work, buyers walk away clearer and more aware of their needs

SALES MANAGEMENT

We focus on managing the sales activities that lead to results—not just the results themselves

Sales metrics are tracked and reviewed regularly to coach performance, not just report on it

We run a consistent sales rhythm with structured 1:1s, pipeline reviews, and coaching conversations

Each salesperson has clear activity expectations and accountability for moving deals forward

Our sales managers build capability—not just pressure—by helping reps improve skill and focus

YOUR DETAILS

Your Name *

Your Company Name

Your Company Website Address

Your Email Address *

Your Mobile Phone Number *