One Third Of CEO’s Are Worthless In Sales

Those aren’t my words but rather the findings from a Selling Power survey.  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!  The savvy sales CEO is a rare bird indeed.  Of course there is more to the article than just this survey.  The author focuses on the customer experience as seen through your salesperson representing your company in the market.  This representation is critical in making a successful sales hire – you have to envision the salesperson selling… Read More

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5 Questions For Every Sales Manager

A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.  The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads come from and what those leads look like? When you do, you can better direct your marketing efforts and dollars while boosting your conversion rate. Are your reps selling the most profitable products? Often, reps will sell the products that are easiest to sell rather than the ones that provide the highest margin for the company. Face it: they’re going… Read More

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