Most companies have a CEO and a CFO and many also have a COO. When it comes time to do strategic planning or to make critical decisions that affect the entire organization, these people meet. Oh, and they also invite someone from sales, usually the Vice President.
As critical as the sales function is, it has typically been relegated to a lower status than other areas of the organization. That is changing.
As the position of the CSO becomes more common, the person sitting in the CSO chair finds that they need more tools for managing their team and for reporting back up the chain of command. This site is dedicated to serving the brave men and women who dare to be held accountable as CSO’s.
Helping CEO’s Develop and Manage their Sales Processes and Sales Professionals
In most organizations there is a CEO, a CFO and a COO. With the importance of technology growing in most organizations there is also usually a CIO or CTO. But who is watching sales? It is time that the sales department stop being the corporate stepchild and became an equal function with other departments. After all, “nothing happens until someone sells something”. This site is dedicated to helping organizations develop and manage their CSO function by offering the tutoring, training and tools the CSO needs.
There are many functions in the CSO job description. Activities such as designing a compensation package, developing an incentive program, building a major account strategy and motivating salespeople are all included. Here you will find the help you need to meet and exceed your organization’s expectations of sales leadership.
The “S” in CSO stands for sales. Here is the high-level sales training you need to communicate with your sales professionals. Even if you have never carried a bag, this training will give you the fundamentals you need to be able to speak “sales” most effectively with your people.
When your salespeople seem to have a valid point about giving a customer a discount or even giving up on a customer, how do you respond?
Chuck Reaves, CSP, CPAE PO Box 13447 Atlanta, GA 30324 Phone 770.979.3321 Fax 770.972.1809
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