Rapid execution is everything.
I consistently see sales teams slowing down by seeking too much information before executing a sales plan. They have the mistaken idea that they need to have perfect information to be perfect on execution. Perfect execution should not be a goal. Perfect execution is a standard of excellence to strive for. But this standard can rarely if ever be attained, particularly in complex sales.
Finding a balance in the level of information in the plan takes time. Focus on the covering the big stuff and don’t sweat the smaller details.
Sales Thought: Without perfect information, perfect execution is impossible.