Chief Exec Involvement

The Miller-Heiman solution selling mailing list received an invite to participate in their annual best-practice survey last week. They teasingly included their favourite finding from last year’s.


Only 7% of companies qualified inside their definition of “world-class”. I realise that you could cloud recommendations through blurred survey definitions.

What precisely qualifies as “executive leadership”? What does “actively engaged” look like? What is meant by “sales process”?

Wheeling out the big boss for a closing presentation slot at a flagship new client hopefully does not count.

Yet the point remains inescapable that if you have a process properly formulated, documented and communicated in which the overall leadership is involved, in both monitoring and execution, you will outperform your competition.

Do you need to enlighten your CEO with this finding?

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