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Execution Eats Strategy for Breakfast

Why Your Growth Isn’t Stuck. Your Execution Is.

There’s a myth in business that having a better strategy leads to better results. Don't get me wrong. A clear and effective Strategy is important.

But strategy is just an idea. Execution is the engine.

The truth is: most companies don’t need another strategy workshop. They need a system to actually do the work. That’s where growth either happens—or stalls.


The Illusion of the Strategic Offsite

As a sales leader or salesperson, how many offsites have you sat through that ended in a long deck, a few ideas, and a short burst of energy? Everyone agrees on a new direction. But 90 days later, nothing’s changed.

That’s because strategy is easy to talk about. Execution is hard to commit to.

Especially when:

  • Sales teams don't have a plan

  • Sales teams lack (and leadership lacks) accountability

  • Marketing isn’t aligned with revenue goals / outcomes

  • Leaders are stuck firefighting instead of reinforcing priorities


The result?

Flat revenue. Plateaued teams. More of the same. And frustrated leadership wondering why the needle isn’t moving.


Execution Is a Marathon (a System), Not a Sprint

Execution doesn’t happen by accident. It’s built into how your company operates. The most successful B2B firms we work with don’t just set priorities — they consistently reinforce them through:

  • Weekly revenue-focused operating rhythms

  • Clearly defined ownership of sales and marketing outcomes

  • Scorecards that drive the right conversations with sales / marketing

  • Consistent reinforcement from leadership — weekly, not quarterly

Execution becomes a part of the culture, not an event.


Execution ≠ Traction Without Follow-Through

We have worked with companies that had beautiful strategies—and shrinking pipelines. What changed the game wasn’t a new idea. It was building a revenue engine that runs whether the CEO/President or VP Sales is in the room or not.

That means:

  • Turning sales from a personality-driven function into a process

  • Aligning marketing to support, not distract from, revenue goals

  • Making sales accountability non-negotiable and not optional

Great execution creates options. It gives founders and CEOs breathing room. And it sets companies up for scalable, repeatable growth.


So What Should Companies do Now?

If you’re stuck on the growth treadmill, don’t hire another strategist. Build an execution engine!


Ask yourself:

  • Are my sales and marketing people clear on their daily priorities?

  • Are we running a true playbook? And periodically pulse checking? Or winging it every week?

  • Does our team know what success looks like? And who owns what part?


If not, it’s time to shift your focus.


The best strategy in the world won’t save poor execution. But great execution? It will carry a good strategy farther than you ever imagined.



If your company has the right ideas, but is not getting the desired results, let’s talk.

We help B2B firms build execution systems that drive sustainable revenue.



My best,


Michael Gansman

 
 
 

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