Although it is very important for a CEO to trust in the abilities of their sales team, there’s no reason a CEO shouldn’t take a direct hand in things when they see an opportunity to increase productivity.
As an example, a CEO should explain to their sales staff that though it is important to try and bring in as many new customers as possible, there’s a lot of profitability to be found in hitting up a business’s active and lapsed customer base.
Read the full article here: http://chiefexecutive.net/4-tips-for-building-a-sales-focused-company-2/
