Six Imperatives for the Chief Sales Officer

"We have a very long haul here. It's not going to feel like a strong economy." Those words, from Federal Reserve Chairman Ben Bernanke, are certainly not welcomed by chief sales officers. With continuing high unemployment rates, spending is unlikely to significantly increase anytime soon. What's the implication for business leaders? It's not going to feel like an economic expansion. Therefore, the question chief sales officers must ask themselves is, "What can I do about this? Regardless of the broader economy, how can I make the most decisive impact on my team and my company?"

This white paper examines six challenges, or imperatives, that every chief sales officer faces in the current environment, and provides recommendations on how to most effectively address and convert these obstacles into opportunities and competitive advantage. Whether it's the challenge of driving growth in a difficult economy, increasing sales capacity with the same or fewer resources, or embarking on a sales transformation, enterprising chief sales officers can deploy proven methodologies and technologies to increase sales effectiveness and drive business success. While one of these imperatives will likely resonate more than any other given your organization's specific scenario, we hope you benefit from all of the advice that follows.

Provided by: Oracle Topic: Project Management Date Added: Nov 2011 Format: PDF

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