What it is
Sales Execution is the fifth GRIP pillar, in the I (Implementation) dimension. It measures the reliability of your close motion: quota attainment, pipeline coverage ratio, win-rate, ramp time, and qualification discipline.
Why it matters
Sales Execution is the pillar most likely to hide a strategic problem. A company with < 60% quota attainment rarely has a sales-execution problem — it has a positioning problem, a pricing problem, or a qualification-rigour problem.
How to improve this pillar
- 1Track quota attainment BY SEGMENT, not aggregate.
- 2Enforce MEDDIC qualification at every deal > €50k.
- 3Instrument ramp: how long does a new AE take to hit quota?
- 4Pipeline coverage < 3.5× with < 25% win-rate is a forecast that will miss.
FAQ
Why is this an Implementation pillar, not a Resources pillar?
Execution is how you USE the levers (pricing, ICP, product) in the deal room.
What score is "good"?
70+ is operational. 85+ is top-decile. Below 50 is where we start seeing structural misses vs plan.
See your own score for this pillar
5-minute Caugia assessment. Your GRIP score per pillar + the binding constraint + the 48-hour action.
Run the assessment →