Consultant: Jewelry Brands, Suppliers, Retailers, Executive Coach, Keynotes, Sales Training, Hiring Workshops, Author, Hiring Squirrels, Sell Something and The Sales Minute, Columnist: National Jeweler, The Jewelry Book.
Shocking as it may seem, this is a thing. "...when C-suite leaders don’t understand or lose touch with sales, they compromise their ability to develop and implement a market-relevant strategy. This disconnect is all too common, as Christopher Wallace, of InnerView, and I discovered in our 2016 survey of 700 senior executives, sales managers, and reps. Executives told us they had a firm grasp on strategic priorities but lamented deficiencies in most sales activities, including training, performance reviews, coaching, tools, recruitment, onboarding, and the fit of sales reps and managers with their roles. For their part, salespeople said that the C-suite understood neither the sales model nor required sales tasks." Frank Cespedes to HBR #salesculture #saleseffectiveness #leadership
Great post, Peter! It's surprising how often C-suite leaders can lose touch with sales and the impact it has on developing a market-relevant strategy. Your insights align with the findings of the 2016 survey, highlighting the disconnect between executives and sales activities. It's crucial for leaders to understand the sales model and required tasks to bridge this gap. Thanks for sharing this valuable information! #salesculture #saleseffectiveness #leadership - powered by #evyAI
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1yThat's why they need you Peter Smith