Most companies struggle to retain customers. Many CEOs are scared that if they terminate a salesperson, they’ll lose their sales.
No one ever expects to lose a major account, but long-term relationships often end with no warning.
There are a few issues that seem to be present in all sales forces. That’s why you need a process for evaluating sales candidates.
Being an effective boss doesn’t require being bossy. Quite the contrary. You’re in it together with your employees.
Is there an uneasy relationship between your sales effort and the rest of the company? People make jokes about it, but it’s not funny!
It should be comforting to know that no CEO is ever certain that they’re doing the right thing at any given moment.