Leaders Improve Sales Execution
I had a great conversation today with Kurt Theriault from Business Efficacy about the relationship between excuses-making/blame-gaming and execution. It was insightful because both of our companies specialize in helping companies execute. I lamented to Kurt that my advisors tell me that I should be more PC. However, we concurred, “Excuses kill execution.”
Kurt talked about his work with companies that have great strategies, great training & great insights….however, they aren’t executing. That reminded me of a quote from Execution, “Organizations don’t execute unless the right people, individually or collectively, focus on the right details at the right time.” (pg 33).
So, do you have the right people in your sales organization?
And, are the focusing on the right sales issues?
Finally, are the focusing on them at the right time with the client?
Where do you need to improve execution in your sales organization?