Over the years, I’ve worked with thousands of salespeople and sales managers, some of whom aspire to be a SVP of Sales and Marketing or Chief Revenue Officer (CRO) at some point in their career. I’ve also had the privilege to work with and coach high-performing heads of sales and CROs.
I have observed that the career journey from salesperson to CRO requires numerous experiences, tough choices, acquired skills, hard work, and tangible results. All are important, but none capture the sine qua non – the essential thing for success at each of four major career transitions. Read more