CEO - Sales Responsibility

I recently facilitated a CEO group meeting where the CEO of a hi-tech startup company was a technologist who did not enjoy the "selling" function. He had an engineering background, designed successful products and had numerous patents issued. Based on his technical expertise he attracted several executives to be his Co-Founders and together raised several million dollars for their startup. CEO was disappointed that some key accounts had not closed. When questioned, CEO indicated that he was not involved in the sales negotiation because he is not good at "doing sales" and does not participate in key meeting with potential clients.

I suggested to the CEO that he already demonstrated "good sales skills" when he sold his vision of the new business to other Co-Founders and investors. Told CEO's responsibilities to the company are primarily twofold: to raise funding and to help generate revenue. Impressed the CEO that he is probably the best sales person in the company because he has the best vision and passion for the business and can articulate that better than anyone else. Advised the CEO to actively participate at the high level meetings with prospective clients.

The CEO followed the advice and now claims he is the best salesperson in his company