Pursuing Sales Execution
I’m slowly working my way through Execution: The Discipline of Getting Things Done by Larry Bossidy and Ram Charan. I usually speed-read books, especially if it’s the second time I’ve read them. However, one of the largest gaps that I see in sales organizations is lack of execution. They “talk the talk” but don’t “walk the walk.” Where should leaders focus their behaviors in order to build a culture of execution?
Larry and Ram have a great list of leadership behaviors that lay the foundation for a high-performance sales team (pg. 57):
- Know your people and your business,
- Insist on realism,
- Set clear goals and priorities,
- Follow through,
- Reward the doers,
- Expand people’s capabilities,
- Know yourself.
How would you rate yourself on a scale of 0-10 with 0 being “This is an area where I’m weak” and 10 being “This is an area where I’m a hero!”?
Over the next couple of posts, I’d like us to talk about each of these. Where are you strong? What can you leverage to create a recession-busting sales team? Where does your leadership need “enriching”? What will it take to “Make it Happen”?