There should always be a leader in every business or organization or as they say a captain of the ship.

It is hard to
imagine a ship without a captain controlling it. The ship will go in no direction and the result is a shipwreck. This is
a complete portrayal of an organization or business without a leader. A leader of a business is responsible for
making major decisions and managing the operations of the business. When talking about major companies a CEO
or the Chief Executive Officer is the captain in charge of the business. It is in the hands of the CEO on what direction
the business would go. To recapitulate, a CEO plays a huge responsibility in the organization.

One of the responsibilities of a CEO is driving sales and closing them with customers or suppliers. They are usually
in charge of negotiating with prospective clients and dealing with their concerns. There are certain factors or
characteristics that a certain CEO shall possess for him to exercise the role that is expected for him to do. The CEO
shall be knowledgeable about the product or service that he is promoting, by this, the CEO has the advantage to
feed information about the product or service to the customer and debunk the customer’s previous false knowledge.
He also should make a connection with his client or customer, listen, and understand the needs and come up with
possible solutions. By this, the loyalty of the customer is built, and it is a major reason for him to continue dealing
with the company. Moreover, the customer who has experienced good quality of service could recommend the
company to other prospective clients. Additionally, just like a General in a war building the right army is one of the
major roles of a CEO. It is the CEO’s responsibility to surround himself with the right people that have the knowledge
and capabilities to help him drive sales.

In the podcast episode of the HBR Ideacast guest Christoph Senn, a marketing professor of "Institut Européen
d'Administration des Affaires” or INSEAD presented 5 Archetypes of CEOs in approaching a sales process. These
are:

• Hands-off or Not my Problem Approach – No customer relationships; relying on salesforce work.

• Loose Cannon- meet with key customers without seeking background information and are unfamiliar with
the customer’s challenges.
• Social Visitor-focus on creating trust and building relationships rather than generating revenue.
• Dealmaker- not concerned with customer relationships; revenue seeking leader.
• Growth Champions- ideal CEO; has a significant customer relationship and a revenue seeking leader.

It is important for a CEO to possess combination of being a revenue seeker and building customer relationships or
simply be a Growth Champion. Being CEO, as the highest authority in a company should have knowledge in every
corner of the business. Being the highest person in the organization does not mean that you could give the
responsibilities to certain tasks to your employees and eventually let them take control, it does not work like that.
As the ultimate leader, one should learn how to monitor everything in the operations and be able to have control.
That is the reason why it is the most difficult position in the company. Making major decisions and involving yourself
in the whole operation is quite overwhelming.