Insights

In the Detail of Sales Execution, “How” Matters

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In his earlier article “Why Can’t Good Companies Grow Faster?”, Kevin Kennedy identified 15 choice points in sales operations that are instrumental in creating value. When their execution at these points is misaligned, the result is under-performance of expectations and disappointing growth. The primary difference between the two lies in maintaining alignment between the intent and the “how” of implementation. In this article, he examines the “how” at three of the 15 choice points. Through a discussion of the situation, problem, implication and need, he sheds light on the debates and questions that typically occur in executive forums around these three choice points. He explores what “good” looks like and provide some of the questions leaders must ask to get there.

The complete article can be read here.

Categories - Commercial Effectiveness