Gartner Research

Chief Sales Officer: First 100 Days

Published: 04 April 2019

ID: G00708068

Analyst(s): Sales Research Team


The first 100 days of a chief sales officer’s tenure is a critically important time. This resource provides guidance, tools and frameworks to help new-to-role heads of sales effectively transition into their new role.

Table Of Contents


1. Prepare

Work With the CEO to Maximize Role Clarity

Establish Yourself as an Enterprise Leader

Table 1: Hierarchical Leadership Approach Vs. Enterprise Leadership Approach

2. Connect

Conduct a Listening Tour to Build Stakeholder Relationships

Establish Your Personal Brand

Table 2: Head of Sales Transition Scenarios

Begin Building Team Trust

3. Assess

Assess Current Commercial Performance

Measure Sales’ Current Maturity

Assess Organizational Structure, Technologies and Processes

Evaluate the Current State of Sales Leadership and Sales Force Talent

Assess the Organization’s Culture

Define Short-Term Operational Priorities

4. Plan and Act

Deliver a Quick Win Related to an Enterprise Strategic Initiative

Communicate Your Strategic Priorities

Measure Progress Against Strategic Priorities


About This Research

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