Written in the style of a fable, Five Deadly Sins CEOs Make in Sales is designed by author Jim Lewis to help CEOs understand and correct five sales management mistakes that can keep a company from reaching its sales goals. The book is geared towards CEOs rather than individual salespeople.
The fable follows fictional CEO of Acme, Inc. Jack Ressler. Throughout the story, the imaginary CEO commits all five of the deadly sins. Ressler, along with his chairman and board of directors, learns from his mistakes and deals with the company missing its quarterly target.
According to the author, the "five deadly sins" are:
• Confusing marketing with selling
• Failing to understand how buyers buy
• Lacking a repeatable, auditable sales process
• Relying on technology to forecast revenue
• Promoting star athletes to head coach
Lewis himself admits to having made all five of these mistakes and uses his personal experience to help others avoid doing the same things he did. Lewis is the founder and CEO of Princeton Sales Partners, LLC, which is an executive management coaching and consulting firm.
— Kassia Shishkoff
Buy Five Deadly Sins CEOs Make in Sales.