The Common Execution Issues We Tackle

Business Efficacy was founded 16 years ago to help companies turn strategies and goals into measurable results. We're exasperated with watching sales organizations spend thousands, and in many cases, millions of dollars on various programs, processes, and planning only to experience little to no change in behavior or outcome.

The following are the most common execution issues that get in the way of sales results. We roll up our sleeves, go out in the field and help organizations remove these barriers to performance in the most street-smart, practical approach possible.

Little Attention is Paid to What Matters Most

Sustainable sales execution requires steady and ruthless stepping off of those few actions that deliver target outcomes. Managers must own making this happen. So what gets in the way?  Are your managers helping you get this done?

Wrong People for the Job

Many sales managers and salespeople do not possess the critical requirements to successfully execute their responsibilities.  The pace of change is causing organizations to change job accountabilities to fit to the different skills, knowledge, values, motives, and traits needed.  Are your managers spending too much time with "C" and "D" players?

Change Takes Too Long

Sales management uses approaches to implement change that fail to create individual engagement, support, or accountability.  A mistake here delays - if not sabotages - any chance for change, confidence, momentum, or progress.  Do you need to quickly collapse the time from strategy to results?

Preoccupied with Data Versus Action

Data is just data. Without use it is useless. Many sales managers are ineffective at critically thinking through data and addressing the sales problems it illuminates. Most managers instead perceive the responsibility to be having performance data ready for reporting at a moment's notice.  Would you like to impact performance instead of just report it?

Perpetual Pursuit of the Silver Sales Bullet

There is a strong temptation to doing "new" or different methods versus driving through the essential actions that really get sustainable performance. The number of organizations and individuals who seem to measure success by the sheer amount of implemented change is alarming. Do you know how to coach to the fundamentals of your business?

Failure to Develop Existing Sales Talent

Sales management's #1 responsibility is to - every day - help each salesperson be more productive. Sales managers who don't do this are being of "no help."  Are your sales managers guilty of being "no help"?

Out of Sync Sales Management

Field sales management must be focused, prepared, motivated, and following through with salespeople every day. Senior sales management has to make sure this happens. It is almost impossible to have sustainable sales performance if senior sales management is consumed with strategy.  How is your sales management team spending their time?