Good at Sales, Bad at . . .
Thirty-four percent of Inc. 500 CEOs are their own best sales people-they flaunt sales and marketing as their greatest strength. More than 60% of those sales-savvy CEOs exercise that strength 18-plus hours a week, confessing that handling customers comes more easily than supervising employees does.
Sales Pros' Big Weaknesses*
Managing people 25%
Financial strategies 22%
Managing technology 12%
Managing capital 10%
Managing innovation 9%
*As a percentage of the 173 respondents who cited sales and marketing as their greatest strength.
**Includes delegation, time management, and focus.
Source: Inc. survey of 500 companies with median 1992 sales of $5.8 million and five-year sales growth of 551% or more.* * *