First 90 Days: Chief Sales Officer

A new chief sales officer (CSO) is often hired to accomplish what predecessors have failed to do, so his or her first 90 days are critical to build momentum. The CSO must work closely with the CEO to translate corporate objectives into sales goals. By continually aligning the activities of the sales organization with corporate goals and objectives, the new CSO can be confident in achieving results that will lead the organization to success. In this report, we outline key activities that a new CSO must complete during his or her first 90 days in the role, and reference relevant Forrester research to ease the transition.