The Power of Execution
In his book The7 Habits of Highly Effective People, Dr.Stephen Covey talks
about the “tyranny of the urgent.” It is about the struggle we have with the
urgent overtaking the important. This is at the very heart of execution.
You may have heard it said; “a mediocre strategy well executed is infinitely more valuable than a brilliant strategy poorly executed.” Results, especially in
sales, are critical to the survival of the dealership and results come from good strategy and good execution. Unfortunately, the strategy part is the easy part.
Plans or strategies fail to get executed due to four breakdowns;
; 85% of the organization doesn’t know the goals
; 87% don’t know what to do to achieve the goal
; 80% don’t keep score
; 72% are not held accountable for progress on the goal
So why do hard working, smart people get challenged with what is important to the business? It is the inherent conflict between the energy it takes to maintain the business or “Whirlwind” and the energy it takes to drive the top
goals that achieve improved performance…results.
Franklin Covey calls the four remedies to the execution breakdown The 4
Disciplines of Execution. The are Disciplines are stated as;
; Focus on the Wildly Important
; Act of the Lead Measures
; Keep a Compelling Scoreboard
; Create a Cadence of Accountability
People want to contribute, people want to win and people want to achieve powerful results. It is highly motivating to be a part of a team that knows the goal and is determined to get there. That said, it takes the discipline of a “concious and consistent regimen” to execute the “Wildly Important.”
Discipline 1. Focus on the Wildy Important
A Wildly Important Goal or WIG is defined as one that must be achieved or
nothing else matters. Everyone must be in agreement and be crystal clear about what is Wildy Important. Studies have shown that in the midst of the Whirlwind people can only achieve 1 to 3 WIGs with excellence.
Discipline 2. Act on Lead Measures
A lead measure measures something that leads to the goal. It is something that we can influence. Lead measures are acted on contributing to achieving the goal. The opposite of a lead measure is a lag measure. For instance, a year
end sales report would be a lag measure…lag measures only report results, they
do not influence results.
Discipline 3. Keep a Compelling Scorecard
A scoreboard motivates players to win. A compelling scoreboard tracks the lead measures of success toward the WIGs so people know if they are winning
or losing. The scoreboard gets updated weekly which leads to the next discipline.
Discipline 4. Create a Cadence of Accountability
This is about frequent and regular reporting of progress to the goal. A cadence of accountability is driven by answering the question weekly; what are the few
objectives I must accomplish this week to move the scoreboard?
When The 4 Disciplines of Execution are practiced the chances of executing the Wildy Important skyrocket. When they are not the Whirlwind takes over
achieving the important is significantly hampered. The tyranny of the urgent wins over the important.
To learn more about Franklin Covey’s 4 Disciplines of Execution contact…