Best Practice Report

A CSO’s Guide To Setting A Sales Management Cadence For High-Performance Execution

September 10th, 2018

Summary

Chief sales officers (CSOs) are tasked with building a predictable and scalable sales engine that produces consistent results and ensures the organization’s long-term health. CSOs ensure that managers’ time is focused on the most critical priorities at the right times within the business cycle. CSOs and the sales enablement team can ensure these managers are successful by providing the structure for a sales management cadence that addresses all necessary elements of planning, managing, leading, and personal development. In this report, we outline a framework for establishing the cadence of critical actions that sales managers must perform while meeting quarterly requirements.

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