Published: 04 April 2019
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.
Work With the CEO to Maximize Role Clarity
Establish Yourself as an Enterprise Leader
Table 1: Hierarchical Leadership Approach Vs. Enterprise Leadership Approach
Conduct a Listening Tour to Build Stakeholder Relationships
Establish Your Personal Brand
Table 2: Head of Sales Transition Scenarios
Begin Building Team Trust
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
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