The Role of the CEO in
Sales Leadership
Although this article is focused on CEO’s this piece applies
to anyone in a leadership role overseeing a sales team. Any good leader is
savvy enough to know that the act of leadership is more than just rallying the
troops, it is more about building new leaders and boosting sales. It’s
challenging to be a good leader, however, even those who are savvy in
leadership do not go about the process effectively.
“Research by the Sales Management Association (SMA)
conducted earlier this year shows that 49 percent of firms are spending more
per salesperson than they did only a few years ago. Additionally, 60 percent
expected to increase spending further in the coming months. It's also worth
noting that Global 2000 firms are spending more than $2.4 trillion on digital
sales channels and tools.
However, in spite of this substantial investment in
salespeople and tools, there seems to be a lack of suitable sales leadership,
as well as dissatisfaction with the tools and strategies employed.”
CEO’s and sales leaders in general must rely on five
tactics, as written by Independent Business Consultant Larry Alton:
1.
Emphasize Objective Data
2.
Realize the Cost of a Bad Hire
3.
Demand Accurate Forecasting
4.
Research and Adopt the Right Tools
5.
Develop Leaders at Every Level
Being a good leader is challenging for sure but by
surrounding your team with the right people your organization can easily grow.
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