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:
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- 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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