SALES LEADERS
How many different roles does the typical sales leader play?
You are in a sales leadership position because your organization wants you to close yourself.
CORPORATE VISIONARY
VP Sales = CORPORATE STRATEGIST
Sales Manager = CORPORATE TACTICIAN
Account Manager = CLIENT RELATIONSHIP MANAGER
Focuses long-range, is not involved in the day-to-day; asks “who else?” and “what else?”; studies technology, industry and market trends
Focuses shorter-term and in more detail; monitors results monthly or quarterly and makes recommendations based on results and changes in the market, industry or technology as directed by the CSO
Directs the day-to-day activities of the sales professionals; monitors results daily or weekly and makes adjustments in activities, personnel and processes; keeps the Strategist informed
Owns the relationship with the customer and is responsible for attracting, closing and growing accounts; maintains day-to-day interactions with
T I M E L I N E