Would you agree that prospecting for new customers as well as looking for opportunities within existing accounts is often the sole responsibility of salespeople, without any detailed strategic input from senior management?

Sure, we all have a general idea of what type of customers or new deals we want to close, but we need to align our prospecting activities with the strategic direction our company is taking. Whilst in London last week, I noticed that anti-recession prospecting seems to require even more collaboration between senior management and the sales team than usual. Quite a trend that’s paying dividends by the sound of it.

Why not ask your CEO and FD to sit in on your next sales meeting when you’re discussing your Q1 sales pipeline?