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How to Encourage Sales To Think Like a CEO


Guest articles > How to Encourage Sales To Think Like a CEO


by: Drew Stevens


Today’s selling professional is busier and more frustrated than ever. Customers seem to be taking more time to make decisions. Worse yet sales managers are more concerned about selling professionals that struggle like mad to make their goals.

While there is much to be said about uncontrollable environmental factors like the economy there are those that are making money. If you believe there is a secret to what they are doing… think again! The selling professional that is making quota is simply working smarter not harder.

What might you say if I told you smarter selling professionals are thinking similar to a corporate CEO? How much would it be worth to your sales quota efforts to know that sales agents are thinking in terms of profits and productivity?

The Sales CEO learns to optimize their day by determining the best methods that encourage customer centric relationships that grow business. Great representatives understand that less transaction and more focus on value and performance grow the brand while also growing the business. So what do they do and how is this accomplished?

  1. The greatest asset to every organization is the talent. However it takes the right talent to become a Sales CEO. Individuals must understand how to create terrific relationships that do not subordinate them as a vendor. Vendors communicate with gatekeepers, CEO’s communicate with decision makers.
  2. Sales CEO’s know how to engage in healthy debate but still maintain peer relationships. With peer relationships there is focus on value not price. They think, act and perform like any other senior executive.
  3. Sales CEO’s never subordinate their position. When there is focus on objectives and measurements for success and not units there is less room with negotiating fees. The executive style selling representative negotiates in a senior fashion. He/she remains calm and does not falter just because the customer wants them to.
  4. The Sales CEO thinks in terms of profits and margins. These representatives remain patient since they understand discounts impact personal and territory revenues. Their thinking maintains their competitive position and value focus. Vendors lower fees, partners never.
  5. Similar to the executive CEO, sales representatives understand that time is their most valuable asset. They invest in things that assist them, they do not waste time. Additionally, they realize that time with clients is the most valuable portion of their day.
  6. Smart representatives are well researched. No executive ever enters a board meeting unprepared, why should any selling representative?
  7. There is optimization of resources that assist the sales effort. Representatives optimize the use of CRM. Data provides strategic knowledge. Executive thinking individuals use tools that assist them; they do not use a poverty or victim approach.
  8. Selling CEOs engage in customer service. They recognize that over sixty percent of every client interaction involves service. Representatives realize customer service importance with every activity such as returning calls, handing processes and performing with clients.
  9. Sales CEO’s maintain sales cadence by focusing on key performance indicators that drive results. Their day and their world believes in accountability.
  10. Finally the great leader is always visible. Time is invested with clients not sitting in an office. It is their best practices that create the aura needed to drive revenue, increase customers and most importantly shareholder return.


2011. Drew J Stevens PhD. All rights reserved.

Drew Stevens Ph.D. President of Stevens Consulting Group is one of those very rare sales management and business development experts with not only 28 years of true sales experience but advanced degrees in sales productivity. Not many can make such as claim. Drew works with sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients. He is the author of Split Second Selling and the founder and coordinator of the Sales Leadership Program at Saint Louis University. Contact him today at 877-391-6821.

Contributor: Drew Stevens

Published here on: 21-Aug-11

Classification: Sales



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