This Sales Leader Transformed Her Team with Smart Talent Management & Serious Accountability

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.