1. CEO Persona Identification Tool
Question
Answer
Persona Quality
1. Is the CEO focused on short-term results?
Y or N
 Y – Hired Gun, Career
2. Does the CEO have sales experience?
Y on N
 Y - Growth
3. Do they get external opinions on sales related matters?
 Y – Growth, Founder
4. Is your company spending more or less on sales than your peer group?
5. Does the CEO insert themselves into low level sales decisions?
 Y – Founder, Career
6. Is the sales expense ratio trending up or down?
Up or Down
 Up – Growth / Down - HG
7. Is your revenue goal based on hope or proof?
Hope or Proof
 Hope – Founder/Hired Gun / Proof – Growth, Career
8. Does the CEO read sales books, blogs, etc.?
9. Is their future revenue plan based on overly optimistic figures?
 Y – Founder, Hired Gun
10. Does the CEO look at paying sales commission as a result of great performance or a painful experience?
Result or Painful
 Painful – Career, Founder
CEO Persona
Growth
Hired
Gun
Career
Founder