A recent survey by THE CEO PROJECT® (www.ceoproject.com) found that the number one area of concern for CEOs is sales and marketing. These findings were consistent among small, mid-size and large firms.

Why?

Most CEOs are entrepreneurs with either a technical or finance background. For them, building a skilled and effective sales organization is a major challenge. Early recruits are most often successful sales reps and first-line sales managers who have not organized and deployed a national or international sales force.

What are the Issues?

• How to classify accounts
• How to best cover the respective categories of accounts
• Sales compensation
• Effective use of channel partners
• How to deal with global customers
• Sales organization optimization
• Recruiting and retention
• Sales management development

Six Key Questions

1. Have you identified business initiatives that your key accounts acknowledge as providing significant value to their business?
2. Will your key accounts state publicly that they consider you a strategic partner and trusted advisor?
3. Are you engaged with the “Line of Business” decision makers in your key accounts?
4. Do you have a written plan, with Strategic Initiatives and detailed Action Plans, for each key account?
5. Have your key account plans been endorsed by the customer?
6. Does your sales process actively involve all the parties that have a role to play in selling to, supporting and managing your key accounts?

How can we help?

Our team of seasoned senior sales managers shares a time-tested methodology, many years of business success and a commitment to excellence. With well over 1000 successful engagements, we offer the highest level of strategic sales consulting, planning facilitation and coaching available today.