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Third Quarter 2020
The Chief Sales Officer
Stay ahead of emerging issues and trends impacting the sales function
In this issue
CSO Priorities for Navigating the Postpandemic Reset
After stabilizing the sales force and containing costs, we explore how CSOs must focus on the intersection of disruptions, trends and future demands to create value and optimize costs.
Three Actions to Maximize the Impact of Frontline Sales Managers
This article reveals why the manager role has hit a tipping point of complexity and how CSOs can begin to rescope the role and the support around it to enable managers’ core mission of scaling commercial impact.
Build a Sales Capacity Plan to Stay Ahead of the Recovery
We detail how CSOs should model various recovery scenarios, weigh options and plan sales force deployment changes to stay ahead of the market.