The Sales Archaeologist

As I have mentioned before most of our work with sales organizations starts and stays at the "C" level. We therefore get to see some pretty interesting flaws and problems and I thought I would comment today on some recent observations and trends because they could be having an effect on your sales - maybe behind closed doors you are dealing with some of these.

One CEO lacks commitment and desire. Imagine the problems that causes for his sales people and for others in his organization. He can't get out of his own way. He won't put the work in that he needs to in order to get where he wants because he doesn't really want it!

One CEO has a reputation that I was warned about by some of his fellow executives - he only likes yes people and hates to be disagreed with - any disagreement leads to banishment.

One CEO hides in his office and never talks to anyone.

Historical examples show that leaders - Kings, Presidents, emperors and Prime Ministers that demand yes people, hide from controversy and lack true commitment are always failures and never spoken of in a favorable way. The same is true with the above examples.

Given these three, not uncommon scenarios what might be happening to your opportunities thatrequire approval from the "C" level? Do you understand as a sales professional how some of these flaws might be holding you up or hurting you? If you are dealing directly with CEO's or Presidents or Owners what do you do when you run into these issues? Are you qualifying the criteria, methods and timelines so as to not waste time and effort expended on people like this that will not buy.

For the majority of sales people there is a sale going on behind the scenes. There is an unpublished agenda. There are people shooting the process in the foot at every turn. Great sales people may not be able to change the personality that is responsible but they at least know about this and prepare accordingly!