“The single, most important function of leadership is to teach.”
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.
CHIEF SALES OFFICERThe Missing Piece in the C-SuiteCSO content is available in the “WHITE PAGES” link at the top of this page. The primary focus of the CSO is OUTCOME. Specifically, the future outcome of sales for the organization. Sales managers are responsible for day-to-day sales results; the CSO takes ownership of strategic sales
VICE-PRESIDENT OF SALESSales StrategiesOnce the corporate sales strategies are defined and quantified, the role of the VP-Sales is to develop the tactics necessary to achieve the corporate goals. This can involve reorganization, changes in compensation and other tactics.
SALES MANAGERFront-Line Tactical LeadershipSales professionals need and deserve to have someone directing their daily activities. Situations arise as the corporate sales strategies and tactics are implemented. Market activities require new approaches to potential and existing accounts. The role of the sales manager is to provide immediate leadership.
ACCOUNT MANAGERPractical ExperienceAn account manager takes responsibility for the relationship with the client - usually a major account. This may involve managing the activities of other people in their own organization. This important role can be a speringboard for sales professionals who aspire to a sales leadership position.
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