Achievement requires a focused effort.
Nothing focuses the mind like measurement.

For the past 6 years have been working with clients on improving business execution.

One component of this simple process is developing what we call an Execution Plan or XPLAN.

This is normally a very specific one-page document that focuses on executing a strategy over a short period of time. (90-Days, 30-days, perhaps as short as a week) Our intention is to help our clients close the Execution Gap. The gap between what is in the plan and what happens in reality.

If we had to point to one thing that makes the plan live and breathe and ensure there is little or no gap between what is planned and what occurs, it would be Measurement. With specific measurement the quality and effectiveness of executing on plan is improved significantly.

It seems so simple and straightforward on the surface. A goal is established, a strategy is developed, roles and responsibilities are allocated. The next two questions are critical and all too often overlooked.

How will we know if we are successful?
How will we measure success?

It is a critical question for one simple reason - Feedback. People need feedback and measurement provides feedback. Ever been at a sporting event where you couldn't see the score board properly. It drives you insane.

What is surprising then is how often we work with people who can't see the scoreboard and don't know the score. They are unsure of what is important and drift toward doing those things that they prefer to do without any sense of priority or focus.

Leaders/Managers -
Ask yourself these questions?

1. If that's our goal, how do we measure it?
2. If that's our strategy, how will we measure progress?
3. If that's somebody's role, how will we measure their performance?
4. If these are our key measures, how are we going to communicate them to everyone?

Measure Accurately.
Give Feedback Regularly.

Enjoy your week!
Martin West & Mark Bragg.

Edition 1 - 23rd August 2007

What if you knew that 100% of your sales and marketing strategy was going to hit 100% of your sales targets.

XGAP has led national sales teams to best ever performances, outstripping previous sales budgets with the SALESX discipline.

1 Day Workshops focused on just one thing... how to close the Execution Gap or XGAP. The Gap between what your strategy says and what actually occurs in practice.

Designed specifically for your business, here's what you will learn:

1. To develop Strategy with Execution in Mind.
2. To break strategy down into executable parts.
3. To build and Execution Culture.