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Not a week goes by when I don’t get a call from a CEO frustrated with his company’s sales. With very little prodding, the CEO will talk about how he feels that the company is not getting its fair share of the revenue pie. I let him vent as if he is lying on a psychiatrist’s couch.

Finally, exhausted from sharing, the CEO will ask, “How can you help me?”

Obviously, it’s premature to fully diagnose the situation, but I ask the CEO to share with me his readiness for change.

From my experience, I’ve found that most CEOs and business owners are good-hearted people who always want to do the right thing. However, sometimes the right decision isn’t an easy one. If they are calling me, it is because they’ve come to a fork in their business road and aren’t sure which path to take.

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 AUTHOR:  LEE B. SALZ

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.