The assessments have been completed. Clarity is now reality. This third step is strategic execution. Research suggests the super majority of strategy execution fails. (2015 article by Candido and Santos in the Journal of Management & Organization). Many of the reasons for failure of strategic execution return to no or poor assessments to ongoing lack of clarity.
Ram Charan and Larry Bossidy in Execution succinctly summed up the essence of execution by these words:
“Execution is a specific set of behaviors and techniques that companies need to master in order to have competitive advantage. It’s a discipline of its own.”
Successful strategic execution comes from all those actions (behaviors and techniques) gained from the assessments and clarification of what is needed to be done to increase sales and gain strategic, sustainable business growth AKA competitive advantage. Here is where the final three steps happen – the Sales Process. Of course, assessing, clarifying and executing are embedded within each of these three steps.
Tomorrow the first step of the sales process.
Graphics courtesy of Gratisgraphy