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The Great Disconnect…”Sales Execution”

Nothing frustrates CEO’s more than spending the time to develop a strategic plan and then find out six months into the plan sales is not executing the plan. What are the reasons sales fails to execute the plan?

In my experience, most businesses do a great job of explaining their strategic plans, but they fail to provide sales the proper sales tools, a value proposition that resonates with buyers and the “how-to” for salespeople.

Market leaders create tactical sales playbooks by territory.

Market losers tell salespeople to “just make it happen”.

It may be perceived as “old school” but I have found the best way to avoid the “great disconnect” is to provide each salesperson on your team a sales playbook. Working with the salesperson we develop a playbook that breaks the overall strategy down into meaningful how to tactics for the salesperson and identify key performance indicators.

Have you experienced the “Great Disconnect; Sales Execution” in your sales team?

Does your organization provide sales playbooks for each salesperson?

What are the key ingredients of a sales playbook?

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