Strategy vs Execution

Forecast Review

Today I have my weekly forecast review with the sales team and I noticed some potential issues for the coming quarters. Our funnel have definitely improved by leaps and bounds over the last 18 months. However, I also noticed a tendency to only look at the "big" picture of each deal. The team have moved from a "detail engagement" method to a "macro engagement" mode.

I am of the opinion that the successful sales person are those that can literally control the account.

Singtel story

This reminds me of a story that was told to me by Bill Chang - my previous manager in Cisco and now an EVP in Singtel. He asked me about the difference between Singtel, TM, AIS, KT, China Telecom and other incumbent telcos. I was rather curious about the difference. He told me that from strategy perspective - there is none as everyone uses the same group of consulting firms such Boston Consulting, Accenture, Booz Allen, McKinsey, AT Kearney and others.

The difference lies in the execution - that really open my eye.

Likewise, the difference between a successful sales person and others - is in the execution. Thanks, Bill.