Ensuring the strategy
is converted into daily sales force actions
Excellence of execution can mean the difference between successful
or unsuccessful strategy. The role of sales is to implement the
strategy on a daily basis with new or existing customers. This
is done either directly or through the channel. What is important
is that the planned daily actions are carried out and conducted
as effectively as possible.
Meridian spends time helping its clients convert strategy into
actionable plans that are clearly communicated and understood
by those whose job it is to carry them out. Our philosophy is
to break these plans down into daily tasks and report and review
them on a weekly basis.
Meridian believes that activity tracking is a crucial business
protocol. If the link between activity and business results is
understood, then tracking actual activity against planned activity
and recalibrating the forecasted business results is a crucial
task for the World Class selling organisation. In effect the results
from each working day should equate to 1/220th of the annual business
plan.
We work to develop processes and systems which ensure that compliance
to the plan is measured and that the correct behaviours are developed
to take the necessary corrective action if planned activity is
missed.
