The article Why CEOs should stay out of the sales processes defines different aspects of professional selling, including understanding the sales environment, cycle and the potential market. Successful industries require employees to understand their roles and the market demand in terms of satisfying prospective consumer needs. When CEOs get involved in the sales process, panic and fear arises in employees if the staff fails to meet targets. For this reason CEOs need to assign representatives of all departments. This way, employees are able to get intimately involved in achieving targets without fear or panic. While CEOs’ staying out of the sales process makes it easier for employees to achieve their goals, still several issues and questions need to be thoroughly tackled to ensure smooth operation from all departments.
For example, CEOs need to know their roles concerning sales and investments. They have to share and sell their ideas but allow others to be in charge of other departments as they monitor every detail of the progress. This way, the industry gains publicity and experience in the market when people are allocated different tasks such that every goal is met in all departments. On the other hand, CEOs’ entrusting employees with tasks enables them to develop new and unique inventions that will promote the product element. This presents an opportunity to provide distribution strategies that will reach the target market under the supervision of the CEOs. In addition to this, employees gain confidence that enables them to give their brand a personality that consumers identify with.
The consumer- brand relations can only grow when employees develop unique marketing strategies. The CEOs can contribute by monitoring the performance of employees to motivate hard work and dedication. With CEOs’ supervision and employees’ dedication, consumers may show loyalty and trust to the company product. CEOs staying out of the way for employees to perform better, consumers also have the freedom to express their identity in terms of product preferences. In view of raising company sales and reaching the target market, CEOs need to develop a performance management strategy that will cause employees to come up with new products that appeal to a wider range of consumers. This is to help the company keep up with the competition and demand in the market.
This move will create deeper connections with the consumers and the company products, services and experiences. Personal associations with the company product evoke important and critical consumer response that is beneficial for the growth of the company. It is therefore crucial that the CEOs understand the necessity of performance strategies in the company. For example, company performance strategies need to be objective such that employees gain new skills and knowledge through their performances. This way, through employees’ new skills, the company will be able to target long time success and remain relevant for a long time in terms of offering high quality products and services.
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For this to be possible, the management and CEOs need to answer the questions such as what unique quality does the industry possess to make consumers buy from them? This means that the company needs to develop effective marketing strategies, which will safely sustain the establishment of company publicity. Are they able to balance the strategic and consultant roles? All employees must understand their roles. Are objectives aligning with customer buying behaviors? The customer’s business process should be improved. What business prospects does the industry hold for managers and sales people? They should be able to learn and make new inventions. Lastly, can the industry sustain, reinforce and leverage best selling practices? It needs to increase its productivity and profitability. When all these questions are tackled, the industry will be able to overcome all challenges and monitor its progress as well as meet the market demands.
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