What CEOs Need to Know About Their Sales Teams

Most CEOs prioritize EBITDA over every other metric but what happens when EBITDA falls short of the goal?

If it’s important enough, they focus on cutting costs or growing revenue and sometimes, both.

Some CEOs worked their way up through sales and sales leadership and know which levers to pull to grow revenue.

But what about the CEOs who didn’t come up through sales? What do former operations, tech, finance, manufacturing, engineering, and marketing execs do when they don’t know what they don’t know about sales? When they don’t know exactly what sales leadership, sales management and even sales should really be doing? To grow quality pipeline? To deliver accurate forecasts? To grow the top line without sacrificing the bottom line? To solve delayed closings? To fix the win rate?

Those CEOs turn to Kurlan & Associates.

I combed through 2,100 of my articles on sales, selling, sales leadership, sales teams, Sales DNA, sales process and methodology, sales management, coaching, pipeline and forecasts, mindset, sales science and assessments, and identified the articles written specifically to help revenue-minded CEOs set proper expectations, hold sales leadership accountable, make appropriate decisions, and pull the appropriate levers accomplish the goal.

You might find that these 30+ articles were written just for you.