Execution: The Magic of Sale Leadership

March 9th, 2010

Execution: The Magic of Sales Leadership

There is no magic!  Oh Really? With many organizations we hear grand stories; in our strategic planning process there are new business strategies created, exciting marketing concepts created and sales programs designed to accomplish the corporate objectives. Then initiatives are defined, people assigned and six months later-the cycle of frustration still assists-nothing changed.

Sales leadership must understand if they fail to show progress on planned commitments or lack of attention to detail the sales team will pick up on that behavior and that will translate to their sales performance. The sales calls are no longer crisp, activity levels drop off and negative attitudes are built.  While I normally don’t like to use sports analogies  the  correlation to the success that most  sports coaches have, to their ability to manage the details, emotions and prepare for each event,  is easily recognized. Some make their point with noise, emotion or quiet resolve, but the truly successful ones understand the power of execution. Several years ago I had asked a professional football coach for his weekly schedule, showing practice times, team meetings, lunches, workouts, etc.  Every hour for the week leading up to the kick off on Sunday was mapped out with expectations that the players would be ready and that the coaches were prepared with strategy, game plans and all that was left was the execution on Sunday. The same idea must be what sales leaders take to the office each Monday, each month and each quarter; in forecast meetings, sales training, coaching sessions everything this blog has covered over the past years.

Sales managers and owners must set the pace, with excellent strategy, well defined tactics and understand that the role of sales management creates the culture necessary for high performance.   With many of our clients we like to share the following definitions with all employees-simply to set the expectations of change or for them to understand a philosophic view point of how successful organizations are managed.

  • Discipline: Training that corrects, molds or perfects the mental faculties or character
  • Accountability: Obligated to give a reckoning or explanation for one’s actions
  • Control: A standard of comparison for checking the results of an experiment or process

If you have had well designed plans, made assignments, but have not experienced how to make change occur in your organization with effective execution, send me an email at Ken@Acumenmgmt.com and I will send you our Execution Success RoadMap. It will help you set expectations and provide both you and the person/team you have delegated the responsibility to execute an ongoing tool to keep both parties on track to successfully execute.

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

Acumen Mgmt. provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com www.AcumenManagement.com

This entry was posted on Tuesday, March 9th, 2010 at 12:04 pm and is filed under Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

Comments are closed.