A short YouTube talk (by Jason M. Lemkin) arguing that top sales reps should think and act like "territory CEOs": running their accounts strategically, identifying what will close deals, and coordinating across company functions. The speaker stresses that success is a team sport—reps must influence and collaborate with many internal stakeholders and "connect the right dots."
To me, you know, the best reps and the best teams. You know, they're really kind of like the CEO of their territory. They're like running a business. They're thinking about their customers and their accounts in a very strategic way. And they're doing that by engaging in a team sport. As I mentioned earlier, like, none of this happens with one person. It's everybody at a company, across many different functions, that gets things done for your customers. And that's very strategic. You have to connect a lot of dots, the right dots. You have to influence, you have to collaborate well. You have to actually identify what's going to get you over the line for customers, and that's very, very strategic.
