July 23, 2014 at 6:45 AM
One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.
July 12, 2014 at 6:45 AM
There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task is to stay relevant in the midst of these changes.
July 1, 2014 at 6:45 AM
Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate. Can you say the same for your sales culture?
June 20, 2014 at 6:45 AM
You are close to launching a new product. As CEO, ask yourself a question. “How are we going to make the year 1 goal with this new product?”
Here’s an answer based on experience. Don’t over-compensate the Sales team to sell the new product. Reward Product Management and Customer Support with sales incentives. This may sound counter-intuitive, but I’ll explain in the rest of the article.
June 9, 2014 at 6:45 AM
According to Spencer Stuart, the average age of a board member in corporate America is 63. This is an increase over the past. In 2008 the average age was 61. In 2004 it was 60. What does this mean for the sales leaders and CXOs? It potentially means your board may be operating from an antiquated perspective.
May 29, 2014 at 6:45 AM
As CEO, you must have confidence in your sales leader to make their number. So to lose that confidence can signal a disaster to your year. On the surface, there are many reasons why confidence is lost. But the root of the problem may lie in an inability to be agile. Your sales leader may be unable to keep up with a rapidly changing environment.
To be agile means to constantly stretch the limits of your team. It requires a tolerance for failure with a mandate to learn and adapt. You will regain confidence in your sales leader if they adopt this progressive mindset.
May 18, 2014 at 6:45 AM
Your firm recently lost a major account. Inevitably, sales leadership and the executive team will want to know what went wrong. Typical questions are: “what was missed?”, “what changed?”, “were we out sold?” and so on. There’s always a great deal of analysis and soul searching. However, are you searching in the right places?
May 7, 2014 at 6:45 AM
Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes. This will strengthen your pipeline as the sales team reaches the mid-year point.
April 26, 2014 at 6:45 AM
We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.
April 15, 2014 at 6:45 AM
A CEO wants a team equipped to win deals and make the number. If they aren’t winning, then the CEO needs a team to fix the problem. This article outlines the characteristics of the right team of problem solvers.