1、1Closing the Confidence Gapbring clarity to your revenue growth strategyc lo s in g t he con idence ap2Closing the Confidence Gapa s t a r t l in g la c k o f When it comes to revenue growth,what separates the leaders from the laggards?Its not your products or services.In any category,many companies

2、 have similar offerings.Its not your people.There are talented people in every organization.And its not your leadership.Most leaders are pretty good at setting and defining a growth strategy.The real difference is the abilityor inabilityto execute on that growth strategy.And the number one concern w

3、e hear from commercial leaders right now is uncertainty about their ability to execute.This is borne out by research from Sales Benchmark Index,which found that only 45 percent of CEOs are confident in their teams ability to execute on their growth strategy.That means that 55 percentthe majorityare

4、not!So how do you close that confidence gap?For years,sales organizations have relied on so-called“best practices”to increase confidence and improve execution.They study what other organizations have done,or maybe what theyve done in the past,and try to mimic those tactics for their current company

5、or situation.The problem is,best practices are only theories based on surveys,anecdotes,and urban legends.Theyre the opinions of someone who said,“This is what helped us,”and everyone else is supposed to believe that it will help them,too.But theres no scientific rigor involved in vetting those clai

6、ms,no correlation between cause and effect,and no evidence that any particular action led to that specific result.In other words,best practices are really just best guesses.And if youre making business decisions based on best guesses(outdated ones at that,because best practices are always backward l