Is Your Team Executing with Excellence?
In this Executive Briefing, I will share the three steps to executing with excellence, Sales managers, sales executives, and sales and marketing executives; this message is for you.
Do you spend hours, days and months building your marketing plans, getting approval and doing what you need to do to get your plans and budgets secured for the next year?
How much time do you spend working on executing with excellence?
Well, if you are like 90% of the companies out there, you do nothing. Beginning of the year, you roll out your plans and bring them to the sales force, and you are “supposedly” ready to go.
It doesn’t work that way.
Execution requires discipline, and for me, the key to execution, or at least the definition of execution, is:
Getting the most important things done … really well!
How do you do that?
What are the 3 steps to success and really becoming one of that 10 % of best in class companies that are getting it, that is getting a competitive advantage through executing with excellence? Well, the first thing you need is to have an execution plan. Many companies don’t build execution plans; many folks don’t know what execution plans are.
3 Steps to Executing with Excellence
Step 1: Build a Sales Execution Plan
Critical Success Factors (CSFs):
We have built a system to build execution plans that brings the whole team together, defining a process of prioritizing the three most important things the organization needs to do to execute with excellence.
How are we going to achieve each CSF:
We then take those three things, whether they are engaging your salespeople, whatever the three key areas are, then figure out how we will get there and measure success.
How do you measure success:
The plan consists of critical success factors, how we will get there, tactics, and how we will measure our metrics.
Step 2: Leadership:
So, you have a plan, you roll it out, and the next step, which is so critical, is ongoing leadership. To execute with excellence, you need to do it every day. This means your salespeople need to understand what is critical. Your managers understand what is critical, and we need to reinforce that, which is the role of leadership continually.
Step 3: Discipline:
Step three comes down to discipline, and a lot of companies fail to have discipline. If things are going well, they stop looking like things are going great, so why do we spend time looking at it. If things are going poorly, they forget about execution, panic and do a variety of things.
The key for senior leadership is to set monthly meetings. The goal is to review how you are doing on your execution plans and build for the next quarter or the next month.
The key to executing is three steps: build an execution plan, ongoing leadership which means daily weekly monthly and then ongoing continuous execution meetings to look at your metrics and discuss how you will stay on track. If you are excited about becoming one of the top companies that execute with excellence, go to my website. I have a new e-book out which is hot off the press on strategy execution and talks about what awesome sales and marketing leaders are doing to execute with excellence.