{"id":2112,"date":"2020-11-30T08:56:49","date_gmt":"2020-11-30T08:56:49","guid":{"rendered":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/?p=2112"},"modified":"2020-12-02T00:03:44","modified_gmt":"2020-12-02T00:03:44","slug":"developing-a-smart-sales-execution-strategy","status":"publish","type":"post","link":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/developing-a-smart-sales-execution-strategy\/","title":{"rendered":"Developing a Smart Sales Execution Strategy"},"content":{"rendered":"

Having a solid sales strategy and a strong sales process are critical pieces of your sales success- but are they enough? You can spend weeks dreaming up a strategy based on the greatest thought leaders in sales, and even more time designing elaborate and thoughtful processes<\/a> for how every step of the sales cycle should go. But what if you\u2019re still not getting the results you know you should see? What\u2019s missing then would be your sales execution strategy \u2013 putting all those pieces together and actually making them work in the real world<\/strong>.<\/p>\n

And it\u2019s a vital, and often underestimated, part of the success of your sales organization.<\/p>\n

So, what goes into a smart sales execution strategy?<\/p>\n

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What is a Sales Execution Strategy? <\/strong><\/h2>\n

Sales leaders<\/a> might be doing everything right \u2013 but their sales teams fail to cross the finish line most of the time even when they\u2019re set up for success. Your most brilliant strategy is only as good as the deals it actually helps close. Sales execution strategy is about getting the right strategy and tactics in place to actually make those sales of your product or service.<\/p>\n

Sales execution means getting the tactics in place that actually deliver<\/strong>. Strategy and process are, of course, an important part of your sales success. But you need to connect those lofty goals and ideas to actual on-the-ground tactics to achieve your business goals.<\/p>\n

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Why Do You Need a Sales Execution Strategy? <\/strong><\/h2>\n

Plenty of sales leaders are content to think up a strategy, implement some processes<\/a>, and then let their top salespeople loose to do what they do best \u2013 sell. And that can get results sometimes.<\/p>\n

But if you\u2019re driving towards specific business goals, as you should be, you might have a hard time aligning your sales reps with those goals, especially if the goals changed over time.<\/p>\n

Let\u2019s look at an example to gain clarity. If your executive team has decided they need to start selling hard to a different demographic than your current target market<\/a>, that can be great for expanding market share. But if you\u2019re not communicating to your sales reps about why this change is necessary, and how to actually accomplish it,<\/strong> you’ve wasted everyone’s time. They will probably continue selling to the same old customers so they can keep hitting their quotas with ease.<\/p>\n

For a quarter or two, that approach might look fine on paper. Your salespeople are selling, after all. But they\u2019re not aligned with the approach that will benefit your whole company in the long run. And eventually, you will have lost market share by ignoring proper sales execution.<\/p>\n

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What would bring success instead?<\/h3>\n

This is where you implement a sales execution strategy.<\/p>\n

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