The 2 E's of Sales: Execution Excellence

Business and sales leaders need to make the connection between execution and results. Companies can't reach their potential or capitalize on market changes without disciplined execution at all levels and across all disciplines.


When looking at revenue numbers its easy to measure sales success. However, it can be much more difficult to know why.  If it's good, is it sustainable. If it's bad, what is needed turn it around. Many times the blame is placed on the market, the economy, product issues or competition. A new leader might say it's talent, strategy or leadership. Blame becomes external, not me, not us. 


But in reality it is the lack of execution. Organizations need to focus on doing the things that matter the most... every day. It starts with doing the fundamentals exceptionally well. Just like many amateur golfers they read about how a pro gets an extra 20 yards off the tee and yet don't have their own swing fundamentals down or or in any way consistent. If they can't consistently stay in the fairway, 20 yards further can put them 50 or more yards further from the pin. To often leaders focus on the finer points that are only distractions when the fundamentals are weak or missing. 


Get clear on where you are headed defining how your team will get there. Closely inspect your people to insure they understand what is expected and are doing the things that matter most. Engage often in meaningful and open communications about their performance what will help them get better.