In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. While strategy formulation is fun and creative, execution requires discipline and focus. It's the discipline of doing the most important things really well.
"Execution can become very ad hoc rather than proactive and disciplined." - Steven Rosen
One common reason for lack of execution is the lack of clarity on what's most important. We need to identify the critical success factors and narrow them down to three manageable items.
"Change management is sales management, and that's going to make the difference." - Colleen Stanley
Change management also plays a significant role in execution. The goal is to normalize uncertainty and embrace the difficulty of change. Leading change requires emotional intelligence and self-awareness.
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