As a sales executive, when was the last time you were deeply involved in a major buying decision for your company? Alternatively, as business leader, when was the last time you made one of your sales executives a primary decision-maker in a major company buying decision? By a “deeply involved primary decision-maker” I mean more than merely evaluating a new source of leads or a sales CRM tool. Instead, I am talking about involving the sales executive for the entire buying cycle as the number one, two or three deciding principal. Few readers can answer with currently or recently. For many, such things simply aren’t done that way and to do so would be a violation of company culture. But here are seven reasons this should be a regular occurance at any small, growing business-to-business enterprise, if not a larger established enterprise as well.
