While many sales leaders talk about increasing accountability and better defining sales roles, this one demonstrated the courage and commitment to actually do it! Listen to how this CRO beat the odds and COVID, and transformed her team with these two key sales management initiatives:

1. Creating a clear distinction between sales hunters charged with acquiring new business and account managers charged with maintaining and growing existing relationships

2. Significantly ramping up accountability heading into 2020 and maintaining a focus on results and pipeline health throughout the Covid-19 crisis

The transformation produced a sales increase YTD, despite selling into strong Coronavirus headwinds wreaking havoc on their customer base. And these results were achieved after trimming the size of the sales force due to disruptions in the market caused by the pandemic.

Enjoy hearing about the real-world challenges and successes from this driven, focused sales leader! I had a ton of takeaways from this energizing conversation and you will, too.