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Top Firms' CEOs Hit The Road To Learn What Customers Want Chief execs who go on sales calls can help their firms land new business.(LEADERS & SUCCESS)(MANAGING A SUCCESSFUL COMPANY)
Byline: DOUG TSURUOKA
FedEx Corp. founder, chairman and CEO Frederick Smith is no prima donna of the corner office. He's so gung-ho about pushing up sales at the $20.1 billion-in-sales company that he actually grabs his attache case and calls on customers himself.
Top CEOs have a lot in common with top salespeople, says sales consultant Anthony Parinello.
Like good salespeople, good CEOs are decisive, smart and willing to take risks.
It's no coincidence. Parinello reckons 85% of today's CEOs were once in sales.
That pedigree makes them aggressive about bringing in business. "These CEOs don't wait to take action. If a deal's headed south, they won't hesitate to pick up the phone and save it," said Parinello, the author of a recent book called "Think and Sell Like a CEO."
Many of the best companies have CEOs who take a hands-on approach in sales. They do this by following simple rules:
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