Why should C-suite leadership understand sales?
Arguably, business owners should have a “handle” on sales, but often entrepreneurs with a technical background opt to leave the selling to sales. Occasionally that turns out fine, but all too often it ends up being a costly mistake since managers are typically promoted for past sales successes and seldomly for management skills. If your sales results are struggling and you’re questioning the effectiveness of sales strategies, processes or plans, it’s in your best interest to get significantly more involved ASAP.
What leaders should know
Company owners, presidents and executive leaders should minimally have a handle on the basic requirements for effective sales:
The role of a coach
A Executive Sales Coach has the broad experience to see the big picture. They've heard all the excuses and can identify important details and gaps. The Executive Sales Coach acts as a catalyst to speed up sales team buy-in to changes needed for growth to happen. The leader gains sales leadership skills along with an effective sales management system to manage ongoing growth.
The SalesGS Experience
The SalesGS Proven Process starts with a sales team assessment that measures the strength of existing strategies, processes, management, and sales staff. With that data, we prioritize where to invest improvement efforts based on ROI. We then work with leadership to create a coaching outline. During a typical engagement we will provide leadership with resources, tools, and coaching support (2 – 3 hours / week).
To see if SalesGS can help your team, get in touch.