The energy on Wall Street is palpable. And as Sales organizations round out this year, and prep for 2025, that momentum has to carry through all team members. Listen in on how to harness that power for success.
Archive for year: 2024
In today’s competitive market, a well-defined commercial strategy is essential for achieving long-term success in sales. But what separates high-performing sales teams from those that struggle isn’t just the strategy itself—it’s how effectively that strategy is executed.
Tactical execution transforms a high-level commercial vision into real, measurable results.
Let’s explore the key elements of tactical execution in sales, and how businesses can align their teams to ensure every move propels them closer to their goals.
What Is TECS?
Tactical execution refers to the specific, actionable steps taken to bring a broader commercial strategy to life. While commercial strategy focuses on the long-term vision—such as market positioning, customer acquisition, and revenue goals—tactical execution is about the how. It’s the day-to-day Sales activities that ensure sales targets are met, pipelines are built, and relationships with customers are strengthened.
In essence, TECS translates your strategy into action. Without it, even the best commercial strategy will fall flat.
- Define Clear Objectives and Metrics
One of the first steps in tactical execution is ensuring every team member knows the specific objectives they are working toward. Sales leaders must communicate clear KPIs that align with strategic goals, such as:
- The number of qualified leads generated.
- Conversion rates at various stages of the sales funnel.
- Average deal size or customer lifetime value.
- Use Customized Sales Tools for Conversations
Sales teams can no longer rely on instinct alone. The use of tools that are created for market specific applications for your product and services are essential. Forrester Research says only 26% of sellers know how to articulate the value their company provides. Don’t leave it to chance that the other 74% will get this right. Develop and adopt the use of tools in prep and Coaching calls.
- Align Cross-Functional Teams
Successful execution depends not just on sales but on a harmonious effort across marketing, customer success, and product teams. Cross-functional alignment ensures that everyone is rowing in the same direction.
Sales leaders must promote open communication between these departments to create a unified approach to achieving commercial goals. Regular interdepartmental meetings and collaboration tools, such as Slack or Microsoft Teams, can foster this alignment.
- Continuous Improvement and Adaptation
The business landscape is constantly evolving, and so too must sales tactics. TECS isn’t a one-time event; it’s an ongoing process of refinement. Adapting to changing market conditions or buyer preferences ensures that teams remain agile and ready to pivot when needed.
- Accountability
For tactical execution to succeed, every sales team member needs to be held accountable for their performance. Clear accountability fosters responsibility, but empowerment fuels innovation.
- Effective Sales Training and Coaching
Finally, none of the tactics will work without the proper skill set. Continuous sales training and coaching are critical for ensuring that your team has the expertise needed to execute the strategy.
Sales teams must be equipped with:
- Conversation tools that allow them to present value effectively.
- Negotiation skills to handle objections.
- The ability to understand customer pain points and offer relevant solutions.
Conclusion
Tactical execution bridges a company’s commercial strategy and its success in the marketplace. By breaking down big-picture goals into clear, measurable actions and aligning sales efforts with other departments, businesses can effectively execute their strategy to drive revenue growth.
Every Revenue Stream is vulnerable to leaks, those gaps where potential revenue slips away unnoticed. Whether it’s poor follow-up, misaligned sales and marketing efforts, or inefficient lead qualification, these leaks can quietly erode growth.
Identifying and sealing these leaks requires:
Regular pipeline reviews
Improved communication across teams
Data-driven insights to track lost opportunities
By proactively addressing these gaps, companies can ensure more revenue flows where it should: to the bottom line.
Greetings everyone from Albania and Montenegro. I am enjoying adventure travel this week before a full week of Sales Process Workshops next week in Paris.
Click on the video above to hear the topics we will assist you with as we wrap up Q3! Hvala ( or thank you in Montenegrin).
Join a select group of 30 director-level peer experts for a breakout discussion on best practices for stopping revenue leaks and driving revenue growth.
You don’t want to miss this opportunity to transform your approach to revenue growth and secure long-term success for your organization.
Session highlights:
- Equip yourself with tools and strategies to identify and eliminate revenue leaks, ensuring sustained revenue growth.
- Learn from real-world case studies to develop a robust revenue leak prevention strategy.
- Discover how to diagnose common revenue loss sources, quantify their financial impact, and implement effective solutions.
- Engage in a breakout session with peers to share best practices and collaborate on strategies.
- Walk away with a clear roadmap to optimize your revenue management processes and achieve your financial goals.
Masterclass experts:
| John E. Flannery President Flannery Sales Systems |
Gerhard Gschwandtner Founder and CEO Selling Power |
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Note: Seating is limited and the organizers reserve the right to deny access to anyone that doesn’t fit the level of qualification required for this Masterclass.
In my business and personal travels, I have been fortunate to see many wonderful parts of the world. One of the main reasons this privilege exists, among other liberties we enjoy in free societies, comes from the sacrifice of others.
My recent visit to the Normandy Coast of France, specifically to Utah and Omaha Beaches, Sainte-Mere Eglise, Pointe du Hoc and the American Cemetery at Normandy impacted me significantly. My Father served as a Medic in World War II, and while he was not part of the D Day invasion, he gave up a significant part of his life (during and after the war) for our shared freedom. It’s hard to find the accurate words to describe the courage and selflessness these people found to deliver us from pure tyranny; the will of goodness versus an evil power that would have literally changed the course of our world.
We all should contribute to freedom. Upcoming elections in France and the USA, and other democracies are one call to action. Another means to honor those who sacrificed is to neutralize bullies who overstep their bounds, breaking written and moral codes while limiting the voice and choice of others’ way of life. Too much of this exists now.
Let Freedom Ring. “Merci Beaucoup” or a “Thank You” is not enough-we all must act.
The Conference and Trade Shows we attend include many connections with current, former, and future customers. There is a prospecting and new business development aspect to participating, but rarely is it ever “the meeting” where we get new business. The approach taken is to initiate, update and continue the development of value for the people we engage in a face-to-face basis. You simply cannot get the same level of engagement virtually.
It was great to see you all this week at BIO 2024 in my hometown. Safe, Productive and Happy Trails to the wonderful people encountered.
#BIO2024 #California Life Sciences Association, #Forge Biologics #CuriaGlobal and @AudreyGreenburg
The Flannery Sales Systems team returns to Europe in June to deliver the customized AMP Workshop to a multinational customer in Brussels the week of June 17th. Tom Martin will join John to lead the Workshop to provide process, tools, selling skills and Coaching for immediate deployment to the field teams.
And in the week before (on June 13 and 14), John will be in Amsterdam to meet with prospects. If you are around and available for a coffee in either city, let us know and we will meet up.