Sales for the CEO was conducted by JJ White, Owner of Carnegie Business Group and Franchisee for Dale Carnegie of Virginia. This 90 minute workshop was conducted for CEOs in the Roanoke-Blacksburg Technology Council in May 2011.

1. Sales for the CEO
Selecting and Developing Sales Talent
JJ White

4. Current State of Sales
• Customers are more
sophisticated
• More data than we know what
to do with
• A new era: Collaborative
Selling
• Sales is still very 'siloed' in
company

6. Considerations for the CEO
• Market - Is there still a fit for your
offering? How well are you listening to
the voice of the customer?
• Company Structure - Are your teams
aligned? Do you have a dynamic
strategy?

7. Considerations for the CEO
• Sales Structure - Is your sales process
defined? A CRM wrapped around it?
Is marketing producing enough
quality leads? Is compensation driving
the right behaviors?
• Customer Engagement - What are the
behaviors of your sales people and
how are you measuring them?
"Championships are won on
fundamentals. Football is two things: it's
blocking and tackling. If you block and
tackle better than the team you're
playing, you'll win." - Vince Lombardi

8. Selecting Exceptional Sales Talent
• Look at your existing team
• Design a compensation structure that
defines the behavior you desire
• Use a competency model - A and B
• Include 'Live Fire' in the interview
process
• Use a battery of assessments with
professional interpretation

10. Developing Sales Talent
• Structure defines behavior
• Documented sales process with a CRM
• Build a culture of coaching and
feedback
• Review activities and give feedback as
soon as possible
• Be the coach, do your job or hire a sales
manager
• Coach minimally or effectively
• Be consistent, fair and listen

11. Sales for the CEO
Selecting and Developing Sales Talent
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