CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be informed and should certainly be invited to be part of the sales process, but not in a way where they are involved on a daily basis.
So here is the scenario. Sales don’t come in. The CEO panics and thinks he/she needs to take control. As a result, the sales people fear that they might lose their job and/or that they won’t make money.
The sales managers do both. They panic and fear, both for their team, for their compensation and for their reputation.