Why can’t the best sales rep become a good CRO?
This remains a frequently asked question so let’s resolve the issue. First, the best sales reps in most companies typically have a ‘hunter’ profile. This profile can have many variations but the common ‘threads’ are they take total accountability for their performance (no excuses) and they follow an intuitive, qualifying-to-close process that best fits their [...]
Jesse James, CRO
This month’s edition of Sales and Service Excellence magazine features a Chief Revenue Officer article I wrote based on the SRS 2.0 Revenue System. The article is an overview of the SRS system with some anecdotes sprinkled into it.
Local legend has it that Jesse was interviewed in his early outlaw days and asked “Why do [...]
The 80/20 CRO Role
The Sales Revenue System 2.0 book defines 80% of the CRO role – coaching, accountability, motivation and staffing. Some folks have asked what’s typically included in the remaining 20%. Recognizing no two companies are identical, the 20% list can cover a wide bandwidth of topics. Below is a partial list of duties, tasks and responsibilities [...]
Street-Level Success
I received an interesting review of my book Sales Revenue System 2.0 recently – ”This is very street-level.”
My response was “Thank You!”
Just like you never see a bad sales resume, you also never see a bad business plan. After decades of reviewing new company startup plans, it became obvious the plans all had the same [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
