Should You Throw Your Strategic Plan in the Trash?

Successful sales execution requires more than sales technology.
“Joanne, the challenge is always in the execution.” That’s what a client told me more than 20 years ago, and I’ve never forgotten it. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution.
In most companies, as much as 50 percent of tech purchases are never implemented. In one organization, a salesperson told me he purchased technology on his own, because he had used it at his previous company and couldn’t live without it. It’s never a good idea to have lone rangers on your team, is it?
Sales technology might help you identify prospects, but it won’t solve your sales execution challenges. For that, salespeople need to know how to have business conversations, how to build relationships, and how to take responsibility for