{"id":2643,"date":"2015-10-28T08:51:00","date_gmt":"2015-10-28T13:51:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=2643"},"modified":"2015-10-28T08:52:06","modified_gmt":"2015-10-28T13:52:06","slug":"one-third-of-ceos-are-worthless-in-sales","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2015\/10\/one-third-of-ceos-are-worthless-in-sales\/","title":{"rendered":"One Third Of CEO&rsquo;s Are Worthless In Sales"},"content":{"rendered":"<p>Those aren\u2019t my words but rather the findings from a <a href=\"http:\/\/www.sellingpower.com\/content\/article\/?a=9988&amp;utm_campaign=Sales+Management+Digest&amp;utm_source=Article-9988-Link&amp;utm_medium=10202015\/why-ceos-need-to-understand-selling\" target=\"_blank\">Selling Power survey<\/a>.&#160; From the article:<\/p>\n<blockquote>\n<p>A recent <em>Selling Power<\/em> online survey found that 29 percent of sales leaders judged their CEO useless when it comes to creating a sale.<\/p>\n<\/blockquote>\n<p>Almost one third and I think I have worked for all of them!&#160; The savvy sales CEO is a rare bird indeed.&#160; Of course there is more to the article than just this survey.&#160; The author focuses on the customer experience as seen through your salesperson representing your company in the market.&#160; This representation is critical in making a successful sales hire \u2013 you have to envision the salesperson selling for your company.&#160; Will they represent your company well?&#160; Do they convey the right image, manners, professionalism?&#160; These are not trifle matters when dealing with sales.<\/p>\n<p>The same can be said for you CEOs.&#160; The company\u2019s culture flows from the CEO downward into the entire team.&#160; CEOs who undervalue sales often struggle with teams that follow suit.&#160; I\u2019ve seen these companies first-hand\u2026they have an engineering culture, a finance culture, a manufacturing culture\u2026everything except a sales culture (which I would argue is the most important of them all).<\/p>\n<p>I leave you with a prime example from the article:<\/p>\n<blockquote>\n<p>A CEO whose company credo states, &quot;We believe in candor and open communications&quot; complained about how hard it is to communicate with salespeople. He said, &quot;I can&#8217;t rely on their forecasts, I can&#8217;t rely on their data in our CRM system, and I can&#8217;t make strategic decisions based on their input.&quot; What happens when the CEO responds to salespeople with doubt or skepticism? The CEO&#8217;s doubt impacts the salesperson&#8217;s experience with the company, which inevitably echoes back to the customer.<\/p>\n<\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>Those aren\u2019t my words but rather the findings from a Selling Power survey.&#160; From the article: A recent Selling Power online survey found that 29 percent of sales leaders judged their CEO useless when it comes to creating a sale. Almost one third and I think I have worked for all of them!&#160; The savvy sales CEO is a rare bird indeed.&#160; Of course there is more to the article than just this survey.&#160; The author focuses on the customer experience as seen through your salesperson representing your company in the market.&#160; This representation is critical in making a successful sales hire \u2013 you have to envision the salesperson selling&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2015\/10\/one-third-of-ceos-are-worthless-in-sales\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[14,31,4],"tags":[1705,1728,535,1708,31,685,1309],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-GD","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2643"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2643"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2643\/revisions"}],"predecessor-version":[{"id":2644,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2643\/revisions\/2644"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2643"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2643"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2643"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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