sales-ready-ceo

 

sales-ready-ceo-2When Chuck Robbins assumed the helm at Cisco Systems, he replaced John Chambers as one of only two sales leaders-turned-CEOs in the Fortune 100. Today, where customer experience trumps product and price as the competitive differentiator, a sales-ready CEO can be an advantage in front of customers and shareholders alike.

 

Recent Fortune 500 addition Salesforce.com has started signing nine-figure deals by selling directly to CEOs. The company’s founder and CEO Marc Benioff? An entrepreneur. Before that? A sales leader at Oracle. Asked to comment on Salesforce.com’s recent success selling these larger deals, Benioff remarked, “When I look at the largest transactions…every transaction was done with the CEO. I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

 

The SBI 100 list shows that large enterprises have invested billions of dollars in their sales teams. The investment these companies make in the sales team is more than the investment in R&D. It trails only cost of goods sold as the second-biggest expense item on an income statement.

 

Nonetheless, at 98 percent of the world’s largest companies, CEOs rose to the top through finance, operations, or product management—with little or no experience in sales strategy. Let’s hope boards hire more sales leaders as CEOs.

SBI 100 The World's Largest Sales Forces

In this issue, we rank the world’s largest sales forces.

ABOUT THE AUTHOR

Adam David

Expert at creating and rolling out innovative sales and marketing systems and processes.
Learn more about Adam David >

Prior to SBI, Adam made his mark by becoming the Sales Operations Manager for Invodo. This is noteworthy because he was the first and only of his kind at a growth stage startup. Known for his ability to command a crowded room with his compelling words, Adam was selected by Salesforce.com to speak at Dreamforce in 2013. They found him so engaging that he was invited back in 2014 to speak about how to make sales ops more efficient and effective.

Read full bio >