Best Practice Report

Is Sales A Job Or A Career? Yes

The Complete CSO’s Guide To Leveraging Sales Talent

 and  four contributors
Jan 23, 2025

Summary

Most B2B sales organizations hire sales reps to accomplish one task — deliver revenue as soon as possible and repeatedly — without an intentional focus on how to sustain seller success. Nor do leaders consistently leverage sellers’ capabilities when the time is right for them to evolve into a different type of contributor. With research proving that longer seller tenure equates to stronger sales results, chief sales officers (CSOs) must staff their teams with a force multiplication plan in mind, if long-term growth is part of their remit. In this report, we explore best practices to optimize long-term seller contributions for both the organization and its customers.

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