Chief Sales Officers’ Minds
Introduction
The Big Questions on Chief Sales Officers’ Minds, A position document from the Reynolds and Reynolds Sales Leadership Institute
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: Resources
Author: Shrihari Sridhar
The Big Questions on Chief Sales Officers’ Minds: Reynolds and Reynolds Sales Leadership Institute
CEOs and other senior executives are challenged with driving performance while navigating more market turbulence and competitive intensity than ever before. To consistently deliver sales, margins and net income, CEOs rely on formal and informal Chief Sales Officers to focus their companies on a few strategic areas that provide the most customer value. This focus is necessary to align resources to build relationships and with customers and satisfy them.
After its inaugural meeting with its on 8/5, The Reynolds and Reynolds Sales Leadership Institute is excited to share a new position document: to address these challenges. The Reynolds and Reynolds Sales Leadership Institute plans to use this position document to:
- Establish a Working Paper Series aimed at facilitating and publicizing research on sales and strategy with practitioners in the C-suite
- Provide research support to scholars in the early stages of their research program
- Tangibly impact the minds of Chief Sales Officers and Chief Executive Officers to elevate the sales and marketing functions as avenues to understand and provide customer value
To compile the Big Questions, the Reynolds and Reynolds Sales Leadership Institute used a multi-step process including:
- Reviewing sales-related research articles published over the last ten years in the Journal of Marketing, Journal of Marketing Research, Journal of Professional Selling & Sales Management, and Journal of the Academy of Marketing Science.
- Examining 100 recent and relevant sales practitioner publications, blogs, white pages, and online journals.
- Culling 200 pieces that contained solutions and analyses about the most relevant problem domains in the current sales industry climate.
- Interviewing over 50 partner companies and research advisory board members to identify pressing sales challenges and current critical industry issues.
Please share this document with your colleagues and friends. We welcome suggestions, participation and engagement and hope to create a vibrant community to advance the state of sales and strategy practice. If you have any questions, please reach out to Hari Sridhar at ssridhar@mays.tamu.edu.
Regards,
Eli Jones, Janet Parish and Hari Sridhar
Reynolds and Reynolds Sales Leadership Institute