Sales Leadership Podcast Episode 243: Lee Benson, Founder and CEO of Execute to Win: Be Intentional About How You Create Value
Aug 23, 2023
Lee Benson, Founder and CEO of Execute to Win, shares a framework to help leaders be more intentional about creating value. Topics discussed include the importance of alignment, understanding in sales, the three types of value, being intentional in leadership, and accessing resources for value creation.
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Align Teams Around a "Most Important Number"
- Align every team around value creation by identifying one key metric.
- This "most important number" should indicate win/loss status and drive the right behaviors, cascading upwards to organizational growth.
Most Important Number Varies by Team
- A company's top-level metric is usually profit or cash flow, but it varies for each team.
- Each team should identify their own most important number, aligning with the overall organizational goal.
HR's Most Important Number Example
- Lee uses HR's metric to explain right behaviors; using retention as a key metric can be flawed.
- A better metric would be the percentage of roles filled with capable people delivering on responsibilities.