Most Companies are set up to make profit.
The buck stops on the table of the CEO to deliver on this.
In most companies ,The CEO among others,has a Sales Team whose primary function is to chase prospects and close the deals.
The critical question is should the CEO abdicate this responsibility after delegating it to the Sales Team (as important as it is to the profitability of the company)
This was one of the issues we deliberated upon last week for two days at the well attended Sales Leadership Conference 2019 held at the Muson Centre,Lagos.
In attendance as Facilitators,panelists and delegates were High Level Sales Thought Leaders from virtually every business entity operating within the Nigerian economy i.e Friesland Campina,RenMoney,CWG Plc,MTN,Nestle,Airtel,Inlaks,RT Briscoe PLC,ABinBev ,Salesruby ( Conference Convener),CK Digital including The Sales Machine from South Africa.
Within those few days ,I unlearnt what I have learnt over the years on Sales and recognized that sales in 2019 and beyond must be deliberate and intentional and only those that up their game will continue to thrive while others will Struggle.
Honestly,the game has changed completely.
CEO’S have the responsibility to support their Sales Team throughout the sales process till the deal is closed for the under-listed reasons among others;
1. The Sales Team will always require the CEO input to take an on -the -spot decision to close a mega deal that they meet on the field which is not within their authority to concede to officially.
2 .Some Mega deals are ONLY sealed at the Highest Level i.e CEO TO CEO even though the Sales team are the drivers of the process.
Are you a CEO and you want your company to consistently make increased profit then DELEGATE but do not ABDICATE your responsibility to the sales team.
The Sales Leadership Conference lived up to its theme Exponential Growth as we all(Panelists and Delegates) had a full dose of what the Market place has to offer and how we can grow our businesses to be profitable in a sustainable manner.
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