Five 2020 New Year’s Resolutions for Chief Sales Officers

The 2019 calendar year (and for many, the fiscal year) is coming to an end. Looking to 2020, we are conscious of the fact that sales executives may be facing a more uncertain selling environment.  Impending elections and policy decisions around the world have some countries and sectors slowing down, and there is a bit of a question as to how it will all work out. That being said, sales has never been – and will never be – easy. So what should a sales leader do to get ready for next year?
Culling through the year’s findings, insights and 125+ published research assets, we found several initiatives that should top the list for sales executives’ attention and commitment in 2020:
1. Pinpoint the strengths and weaknesses in your sales system.
One of the more interesting findings, detailed in our 2019 World-Class Sales Practices Study, was an inconsistency among the operational metrics