The document summarizes the Chief Sales Officer Agenda Assessment from Critical Path Strategies. The assessment identifies key initiatives for CSOs by analyzing an organization's sales strategy, structure, and processes. It focuses on five levels of selling organization support: coverage strategy, deploying the selling organization, developing the selling organization, supporting the selling organization, and delivering client value. The assessment then prioritizes investments and initiatives to improve sales performance and bridge the strategy-to-results gap.

1. Chief Sales Officer Agenda Assessment
“Today’s managers need a new agenda because they are doing business in the aftermath of an epochal shift.”
-Michael Hammer1
Identify where to spend your The CPS Chief Sales Officer (CSO) Agenda Assessment is a
time, resources, and money
customized consulting engagement that will help your organization
Develop an actionable and
prioritized set of key initiatives bridge the gap between strategy and results by identifying impor-
Prepare your teams for change tant focus areas and driving creative thought-leadership with
and success
momentum, speed, and action. The CPS CSO Agenda is modeled
Establish plans to
communicate progress
around five major levels of selling organization support:
throughout the organization
• Developing a Coverage Strategy
• Deploying the Selling Organization
• Developing the Selling Organization
• Supporting the Selling Organization
• Delivering Client Value
This results-focused engagement yields the greatest return to the client with the least total cost. CPS
facilitates existing thought-leadership within your organization to identify the most critical areas
Account
within each level that will bring additional value to your sales teams and your company.
Management
Execution
Delivering Client Value
Sales and
Marketing Customer Process Definition Steps
Support Service
Supporting the Selling Organization
• Create the desired state and prioritize the required investments
Skills
Development Measurement
Pipeline
Management • Form the right team with the right results
Developing the Selling Organization
Sales
• Activate new initiatives
Hiring Compensation Management
Career
• Monitor and measure results
and and and
Recruiting Path Recognition Leadership
Deploying the Selling Organization
Channels
• Communicate to stakeholders and refine processes
Customer Value and
Competition Segmentation Recognition Branding
Organization
Developing a Coverage Strategy
ABOUT CPS. Critical Path Strategies helps clients improve their competitive position by providing comprehensive
consulting services to improve the effectiveness of major account sales organizations. Our portfolio of services ad-
dresses the strategic, organizational, and relationship issues that impact selling performance. Engineering successful
sales teams the Critical Path Way enables clients to develop strong selling organizations, build high-value customer
relationships, and accomplish strategic business initiatives. Our clients—emerging companies and members of the
Fortune 500 alike—typically measure 100 to 500 times their CPS investment in revenue growth.
© by Critical Path Strategies,® Inc. All Rights Reserved.
www.cpstrategy.com 1 Hammer, Michael. The Agenda (New York, Crown Business, 2001), p. 5