The test of a well-designed plan is that it enables you to Execute from the bottom up – from Actions to Goals.
The Linkage looks like this:
- Actions are linked to Tactics….
- Which are linked to Objectives…
- Which are linked to Goals
As you doing something on a Plan, consider how that action is linked to an upper-level part of the Plan.
If it’s not linked, then why are you taking that particular action?
Sales Thought: There is a defining question you can use to determine whether you are effectively utilizing your Strategic Account plan. I separate true sales professionals from the people who “do things” by asking this linkage question:
“How is this Action you are taking on behalf of the Account linked to the plan?
If the answer to the linkage question is always:
“Because the prospect or customer asked me to.”
We have a problem.