February 18, 2013 | By Mike Ryan
Across all industries, the Chief Sales Officer (CSO) has a lot to think about today. Like every corporate officer they must balance the long-term mission of the enterprise against the day-to-day pressures of making numbers. In their minds, achieving revenue growth, launching new products, acquiring and keeping customers, expanding market share, improving sales productivity, while also reducing selling expenses are pieces of the moving puzzle. And while many factors influence results, two in particular—the strategic alignment and ongoing motivation of the sales force—play the biggest roles. That’s why sales operations teams that can keep reps focused on the big picture, while inspiring them to outperform rivals, represent a distinct competitive advantage.