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13:18 4th March 2010
IT directors and chief information officers should learn from the best sales people in order to be successful, an expert has said.
Speaking at a management seminar, Marc Jantez of management and training consultant BlueSky, said that "an IT director may have a technically brilliant idea for a new CRM for the business, but may be unable to get business buy-in unless he has a sales conversation."
Jantez used the example of Nelson Mandela, who over a lunch convinced Bill Gates to donate $10 million to fund good causes in Africa, to underline that leadership "is also about selling and getting someone to buy. Great leaders need to be great sales people."
In other news, people are the key to the success of an information security programme, according to the HMRC.
After a data breach in 2007 when the organisation lost the personal details of 25 million people, getting the basics right must involve every one of the HMRC's 85,000 employees.
Written by Hannah James
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