A Chief Sales Officer’s Guide To Moving From SMB To Enterprise Sales

Many chief sales officers (CSOs) of companies focused on the small and medium-sized business (SMB) segment are asked by their CEOs and boards of directors to penetrate the enterprise segment as a means of sustaining or accelerating revenue growth. However, many C-suite leaders underestimate the costs and complexity of making the shift to the enterprise segment. Unsuccessful transitions to the enterprise segment result in resource waste that hurts an organization’s ability to compete. This report describes a step-by-step approach to building an enterprise sales team for sales leaders who currently lead SMB-focused sales teams.