Chapter 19. The CEO and Sales Force Success
A real executive goes around with a worried look on all his assistants’ faces. | ||
| --VINCE LOMBARDI | ||
Just as there are archetypal styles of sales executives, so there are model CEOs. Two that concern you most are:
The sales-oriented CEO
The technically oriented CEO
Why is this so critical to you? Unless you fit with the orientation of your CEO, your tenure may be a struggle and relatively short.
CEOs we interviewed who come through sales on their way to the top believe their experience is a blessing to sales and marketing. This is mostly true. They tell us also that CEOs without a sales pedigree don’t know what they don’t know, as it were. Technically oriented CEOs often see sales as a straightforward function ...
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