Execution ensures that the Goals and Strategies defined in account plans don’t just sit on a computer or in a drawer – they drive daily, weekly, and monthly sales activities with discipline and focus.
In sales, “the job can expand to fill the day.” Unplanned requests, customer demands, and internal distractions can dilute focus and pull sellers away from the key initiatives that truly drive revenue growth. Without a structured execution plan, it’s easy for sales teams to work hard but not make meaningful progress toward strategic goals.
Many sales teams invest time into building detailed account plans but fail to revisit or execute them consistently.
Without a structured system, sellers focus on urgent tasks instead of the critical tactics that drive strategic outcomes.
Too often, sellers look back and realize they didn’t follow through on key initiatives that were essential to long-term success.
Develop an Execution Planning Discipline (GOST) – a framework that connects Goals, Objectives, Strategies from account plans to tactical execution.
Defined in the account plan, providing clear annual objectives. A Goal is a broad aim toward which efforts are directed. It defines “what” needs to be achieved, not “how”.
Breaking down the goals into key focus areas. An Objective is a specific, measurable milestone that must be achieved to reach a goal.
Outlining how to win in each objective area. A Strategy is a high-level plan of action designed to achieve an objective.
The specific, day-to-day and week-to-week actions that drive execution. A Tactic is a specific action step required to execute a strategy.
Through Execution Planning (GOST), sellers gain a structured, prioritized view of their key actions for today, this week, and this month, ensuring they stay on track toward their ambitious goals. Execution is no longer left to chance; it becomes an intentional, disciplined process that keeps sellers focused and drives steady progress.
By linking strategy to action with precision and consistency, Execution Planning ensures sales teams remain focused, every day, every week, and every month, steadily progressing toward their ambitious goals, even amidst daily distractions.
Let’s connect and explore how we can help your team overcome friction and achieve sales excellence.
