10 Attributes of the CEO Who Drives Sales and More

Posted by Dave Kurlan on Wed, Aug 25, 2010 @ 06:08 AM

Both Sides of MouthI had two conversations that were in stark contrast to one another.

The first was with an executive who told me that the company must have their salespeople selling more consultatively to better differentiate themselves in the global market, so they began training on SPIN selling - a year ago.  I told him that was a good start and wondered if they experienced the same thing as most companies that train on SPIN selling - it is a great questioning strategy but their salespeople simply can't apply it or execute it. 

[Note - SPIN is a questioning strategy developed by Neil Rackham but it is not a sales process.  If you are familiar with my Baseline Selling sales process and book by the same name, SPIN would take place between 1st and 2nd Base.]

Back to the story...This executive said that their salespeople aren't able to demonstrate any more competance than they were a year ago but he didn't want to upset anybody, anything, any apple carts, any vendors, any salespeople, etc.  He believed he had all the answers despite his own evidence pointing to the contrary.  I  mentioned that he was talking out of both sides of his mouth and he even agreed with that!  He was simply too invested in maintaining the status quo and keeping the peace to change anything.  A powerful, consistent formula - for failure.

You may have read my article from earlier this week when I described 10 CEO's and the Impact They Have on Their Sales Forces.  The executive above was a combination of #1 and #9. 

My second conversation was with an effective CEO who is completely unlike those that I described in the other article.  My good CEO has the following 10 qualities that have a positive impact on the sales force:

  1. He asks questions and listens when he doesn't have the answers;
  2. He has very little patience for incompetence;
  3. He holds people accountable;
  4. He lets people know where they stand;
  5. He demands the best from everyone;
  6. He leads the way and drives change;
  7. He sets clear expectations and has consequences for failure;
  8. He isn't afraid to terminate anyone;
  9. He is very decisive;
  10. He knows that revenue is King.

He has many more good qualities but these ten stand in contrast to the ten I wrote about in the previous article.

If you lead a company or a sales organization, which leader would you like to emulate?

Topics: Dave Kurlan, sales management, accountability, CEO, Drive Revenue, Lead Sales Force, Lead Change, SPIN Selling

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader