What Does a Chief Revenue Officer Do?
Much has changed in the last five years. Artificial intelligence is here to stay; new foods like kale, quinoa, and avocado toast seem to have come over on a secret boat; and the C-suite added a new position called the chief revenue officer (CRO).
While the origins of kale and quinoa still remain a mystery to many, the CRO was born in Silicon Valley to capitalize on new revenue opportunities created by digital products and services — particularly the software-as-a-service (SaaS) industry, which Bain & Company predicts will increase in global revenue from $180 billion to $390 billion by 2020.
As a long-time member of the B2B sales recruiting industry, I think there has never been a period of such rapid change and unprecedented growth. Hiring the right CRO is among the most critical hires your organization can make.
Here are the top five traits of game-changing CROs:
1. Sales, Marketing, and CRM Geniuses.
2. Seasoned C-Suite Executive.
3. Data Driven.
4. Tech Savvy.
5. Team Builder.
“Great CROs must be able to break down silos so that sales, marketing, and CRM are aligned and working together to create the best possible (customer) experience. ”