A CRO found 80% of hires based on deep industry experience failed. He now prioritizes candidates with a winning attitude, openness to change, and a history of solving complex problems in adjacent fields, valuing coachability over a seemingly perfect resume.
Hyper-focus on high-growth markets, even if it means abandoning a legacy customer base, can unlock explosive growth. A robotics company quadrupled revenue in three years by deliberately shifting its focus from 90% automotive to fast-growing sectors like energy and life sciences.
A Chief Revenue Officer culturally shifts his sales team by reframing success. He explicitly states that missing a top-line revenue number by 5-10% is acceptable, and even a "win," if the team simultaneously beats its profit margin target by a significant amount.
Instead of viewing a long backlog as purely an operational challenge, it should be seen as a strong market signal of high demand. This provides the leverage to command higher prices, increase margins, and even introduce expedited fees for customers who want to jump the queue.
In a multi-company roll-up, a simple, one-page go-to-market playbook creates strategic alignment without micromanagement. It defines roles, KPIs, and processes, empowering operating company presidents to run their businesses autonomously while adhering to a centralized strategic framework.
When communicating price increases, sales teams should avoid apologies. Instead, frame the hike as a necessary reinvestment into the business—hiring the best engineers and technicians—to continue providing the top-tier products and service that customers demand, directly linking price to sustained quality.