Why CEOs Must Lead Sales

Jul 2, 2021 | Sales, Sales Leadership

As the #CEO, what role do you play in sales right now? If you aren’t leading, let me help you understand why CEOs must lead sales.

The biggest role of the CEO needs to be shifting the culture so everyone is focused on the success of the customer. A mindset shift is needed from what you sell to what your customers buy, which is not your products and services but the results they provide. 

why ceos must lead sales - lead sales

Stop Leading Sellers and Start Leading Sales

Forming teams around the customer so that at every point of engagement the customer has an exceptional experience. Make sales easier for your team by making it easier for your customer to buy. Ask your team every day, what are we doing today to make it easier to be our customer and harder to be our competition?

All departments need to understand their role and how they impact customer engagement.

Here’s a quick check:

  • Are they intriguing the customer with messages that matter so they can book conversations?
  • Are they delighting the customer by delivering on time?
  • Are they providing superb onboarding?
  • Are they building a plan for user adoption with the customer?

Yes, to all means your customers are having an exceptional experience which means they will continue to buy and become loyal which leads to them speaking highly of your company and making introductions that bring you new sales.

To do all these things, the CEO has to build an alliance around the customers’ success. All department heads have to have the same mission and follow this vision.

The CEO Leads the Charge

Some organizations are going to a Revenue Operations model to pull Sales, Marketing, and Customer Success all under one roof to work without silos and focus on customer experience. However, with the changes in buying driving the changes needed in the way we sell, #CEOs must lead sales.

To win in this market and build sales in a rapid but sustainable way, it will require a more holistic approach, and the sales team can’t do it alone. Companies need a mindset shift that will lead to a culture change that can only be lead from the top.

Sales, Marketing, and Customer Success teams must work together in new ways to engage and serve the customer from hello to becoming a loyal customer.

To make changes at that level, the CEO must be involved.

As #CEO, do you consider yourself the leader of sales?

Alice Heiman

Alice Heiman

Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion.  Her clients love her spirit and the way she energizes their sales organization.


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