What Does a Chief Sales Officer Do? 

By Paula Quiroz

What Does a Chief Sales Officer (CSO) Do? 

A Chief Sales Officer (CSO) is the company executive responsible for leading and managing all things sales – raising revenues and accelerating the sales team’s productivity.

A CSO’s top responsibilities include:

• Leadership Responsibilities: The CSO is responsible for leading the sales ecosystem. The CSO is responsible for enabling the sales team to increase  existing customer retention, new customers, and sales.
• Strategic Responsibilities: The CSO is responsible for developing the sales team’s strategy in order to achieve the company’s revenue and profit target goals.
• Analytical Responsibilities: The CSO also takes on the analytical responsibilities.

They analyze:

• • Business and Sales Strategies
  • Team Performance
  • Competitor Analysis
  • Market Research

What Skills make a Great Chief Sales Officer (CSO)? 

• Effective: The CSO should be equip at creating a working environment that allows the sales team to be as effective and efficient as possible. Cross-functional collaboration is key!
• Flexible: A Chief Sales Officer should have entrepreneurial spirit and be research savvy in order to stay up to date with the market.
• Creative: The best CSOs are typically creative and innovative allowing them to develop new strategies and promote change.
• Problem-solver: A good CSO is able to identify internal and external challenges and solve them critically.

 

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