As a CEO of a middle market company, you need to work closely with your head of sales during the sales process, especially in a B2B (as opposed to B2C) sales environment. Many midsized firms are young companies, so it's likely you were a founder or an early employee with sales experience and probably know more about the products or services you sell than anyone else. In this light, the sales manager should view you as an asset.
The sales manager should also be well aware that, as a C-level executive, you are involved in all facets of the company — not just the sales process. Frequently calling on you to close deals is simply not in the cards. But how exactly should the two of you work together?
At what point during the lifespan of a strategic sale should the CEO be introduced to the customer? Let us know what you think by commenting below.
Peter Miller is an NCMM contributor and a career entrepreneur who has built sales forces in multiple companies. He is currently COO of Genomic Healthcare Strategies in Charlestown, MA.