5 Factors that Distinguish a Good CRO from an Outstanding CRO

Hi There ????

Well, can you believe it's been two weeks already? In today's Revenue Architecture Advice, I'm offering you the usual revenue best practices firsthand.

Recently, I had the pleasure of welcoming two Chief Revenue Officers, Manuel Stahl from SECJUR and Ali Saffari from casavi, to my podcast Beyond Revenue - Narratives of Revenue Leaders. Additionally, I'll introduce you to the new hires at Cremanski & Company today.

So, reading on and clicking in will be worth it again today, I promise!

Deep Insights from the Last Two Beyond Revenue Episodes ?????

Over the past two weeks, my team and I have released two more exciting episodes of Beyond Revenue - Narratives of Revenue Leaders. Both episodes provide valuable insights into the world of CROs (Chief Revenue Officers) and emphasize our commitment to bringing more clarity to the CRO role.

In the latest episode, I had the opportunity to speak with Manuel Stahl, the co-founder and CRO of SECJUR. Manuel shared with me five things that, from his perspective, make a great CRO:

#1 Investor-Entrepreneur Mindset: An excellent CRO excels in efficiently investing time and capital, focusing on the return on investment. Creativity and innovation are crucial here.

#2 Strategic Thinking: A CRO must be able to develop clear strategies that guide the company toward future growth.

#3 Talent Management: Success depends significantly on a talented and motivated team. "Value fit" within the team is of great importance.

#4 Efficient Processes: A top-notch CRO must establish scalable and efficient processes. This requires a solid understanding of best practices and the application of the best methods for rapid and effective growth.

#5 Networking and Reach: CROs often have valuable networks that are beneficial for recruiting, team culture, and market penetration. An outstanding CRO knows how to present their value proposition to as many companies as possible to stand out from the competition.

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In the previous episode, Ali Saffari, CRO of casavi, emphasized the crucial role of technology in shaping a robust revenue architecture. He highlighted the importance of a stable core system and smart integration of tools to minimize complexity and foster growth.

You can find more details and in-depth insights on these topics in the respective podcast episodes. You can listen to them on our website and even watch them on YouTube.

New Faces at Cremanski & Company ???????

Furthermore, we have exciting new additions to announce for our team at Cremanski & Company. I am proud to be able to attract such impressive profiles to our team. This not only feels like a success for the team and the company but also underscores our belief that it's the people who build the company, not the other way around.

We consistently emphasize the importance of investing in great talent, and we have done just that. Here are our new colleagues (from left to right):

• Sebastian Meier, who has taken on the role of Head of Sales.
• Sergei Pervenenok, our experienced Senior Salesforce Consultant.
• Nils Enderes, who is now with us as VP Market & Business Development.
• Wenjun Zhang, our new Director of Delivery.
• Maximilian Meyer, our new Junior People & Operations Manager.
• Damla Hepke, who has joined as an Account Manager.

My goal is to continue establishing Cremanski & Company in the field of Revenue Architecture, and I am very excited to see how our already great team will further improve with these new talents.

Why Do So Many VP Sales Fail in the First 6 Months? ??????

The tenure of a VP Sales typically lasts only 14-17 months, and many fail within the first 6 months. The reason often lies in their premature focus on optimizing structures and processes rather than strengthening the team and understanding the company. However, this is not solely their fault; management also bears responsibility.

The recommendation: In the first 6 months, VP Sales should focus on team performance. This includes intensive training, conversion rate optimization, increasing average contract value, and gaining a deep understanding of the company.

Prioritizing the team builds trust among team members, management, and investors, which boosts performance. After 6 months, the focus can shift to process optimization.

Temporary performance decline during changes is normal but better accepted, thanks to previous successes and trust.

Senior management must understand these phases and support the VP Sales.

Interested in this topic? Take a look at our new Video Learning Desk for more insights. Click here for the Video Learning Desk.

That's it for today, but not for 2023. I have plenty more in store for you in November and December. Are there any topics in your revenue organization that we should discuss? Let's schedule a 15-minute meeting in the next few days.

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Warm regards from Berlin,

Michael