Traction: Get a Grip on Your Business

by Gino Wickman

1. We have a clear vision in writing that has been properly communicated and is shared by everyone in the company. 2. Our core values are clear, and we are hiring, reviewing, rewarding, and firing around them. 3. Our Core Focus™ (core business) is clear, and we keep our people, systems and processes aligned and focused on it. 4. Our 10-Year Target™ (big, long-range business goal) is clear, communicated regularly, and is shared by all. 5. Our target market (definition of our ideal customer) is clear, and all of our marketing and sales efforts are focused on it. 6. Our 3 Uniques™ (differentiators) are clear, and all of our marketing and sales efforts communicate them. 7. We have a proven process for doing business with our customers. It has been named and visually illustrated, and all of our salespeople use it. 8. All of the people in our organization are the “right people” (they fit our culture and share our core values). 9. Our Accountability Chart™ (organizational chart that includes roles/responsibilities) is clear, complete, and constantly updated.