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Apr 18, 2019

3 Things to Look for When Hiring a Chief Revenue Officer

Your Chief Revenue Officer (CRO) will be an important part of your executive leadership team. The person you hire will oversee all of your organization’s revenue-generation processes, from marketing to sales to customer support. Knowing what you’re looking for before you begin the hiring process will help assure that the person you hire is the person your organization needs.

Download the Chief Revenue Officer Job Description Template Here

There are plenty of reasons why you need a chief revenue officer. A CRO is your point person on revenue generation, and they will be responsible for integrating and aligning all revenue-related functions, such as sales, marketing, and revenue management. Because this is a dynamic and multifaceted position, you’ll need a dynamic and multifaceted leader to fill the role. Simply put, you need someone who can close deals and build profitable, long-lasting relationships with customers.

To find this type of business leader, you’ll want to keep three things in mind when hiring your next CRO:

  1. Passion
  2. Strengths
  3. Purpose

Passion

The word “passion” and it’s adjective “passionate” has become somewhat of a cliché in the world of hiring. You’ve heard it from countless candidates, and chances are you’ve said it a time or two yourself. But aside from this overuse, passion is still something you want in your next CRO. Specifically, you want a candidate whose passions align with the position. When it comes to a CRO, the ideal candidate will be passionate about the markets you serve, customer experience and revenue generating operations.

In order to develop effective go-to-market initiatives, your CRO should be passionate about the market(s) you serve. Additionally, our company’s revenue leader should understand the importance of customer experience to the overall success of your business or organization. Finally, the CRO should ensure that all revenue-generating operations promote company growth by aligning the sales, marketing, and customer success functions of your organization.

Strengths

A Chief Revenue Officer wears a lot of different hats, and as such, their strengths should reflect the nuances of this dynamic position. Your CRO should demonstrate the ability to communicate across all functions, including finance, sales, and marketing. In order to successfully align all of your organization's revenue-generating departments, it’s important that your next CRO is a strategic thinker, able to think critically about your customers, competitors and the markets you serve.

Your CRO also needs to be inclusive. A successful go-to-market initiative, for instance, requires collaboration between multiple departments, and your CRO needs to communicate the importance of departmental cooperation, as well as inspire a “one-team” mentality.

Purpose

Why did you apply for this position? Why do you think you would be a good fit? What are your career goals? These are standard questions during the interview process, but they can also tell you a lot about a given candidate’s sense of purpose. Specifically, you’ll want to make sure your next CRO fits your company culture and has career goals that align with your mission.

By considering these aspects of passion, strength, and purpose when hiring a CRO, rest assured that the person you choose to fill this critical role will be an insightful, productive member of your executive leadership team.

You may also like:
  1. How to Write a CRO Job Description
  2. Why You Need a Chief Revenue Officer in 2019
  3. Revenue Operations: Key Growth Capabilities
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