How would you like to crush your sales numbers?
In this Executive Briefing, executing with excellence, I am going to share three steps to doing so. Sales managers, sales executives, 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 January 3rd 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 which brings the whole team together defining a process of prioritization 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, we then figure out how we are going to get there and how we are going to measure success.
How do you measure success:
The plan consists of critical success factors, how we are going to get there which is really about tactics and how we are going to measure which is 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 be doing it every single day. Which means your salespeople need to understand what is critical, your managers understand what is critical and we need to continually reinforce that, and that is the role of leadership.
Step 3: Discipline:
Step three comes down to the discipline, and a lot of companies fail to have discipline. If things are going well they stop, they stop looking as things are going great so why do we have to spend time looking at it. If things are going poorly, they forget about execution, they panic and do a variety of things.
The key for senior leadership is to set monthly meetings which you will 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 to discuss how you are going to stay on track. If you are excited about becoming one of that 10 % of companies who execute with excellence, please go to my website, I have a new e-book out which is hot off the press on strategy execution which talks about what awesome sales and marketing leaders are doing to execute with excellence.