Why A Ceo Should Know About Sales First-hand
BY Gary Feldmar
"You Can't Turn Your Back on Selling" (June) is further evidence of the benefits of a sales background for a chief executive officer. The experience of having been in the trenches gives a CEO a much greater understanding of the needs of his sales force and of their customers.
I disagree with Mr. Kelly's handling of certain customers himself in order to insure that his long-range goals get carried out. Quite possibly his salesmen don't know his long-range goals. More effective communication of them could provide more time for Mr. Kelly and still achieve his goals.