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Chief Revenue Officer, USA - dennis cisterna

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It is no secret that the overall goal of any business is to generate revenue and, ultimately, profit. However, in the modern business world, revenue is not enough. Any enterprise, of any size, requires efficient, reliable and, ideally, fast revenue. That is why many forward-thinking organizations are adding another member to their ever-growing, ever-modern c-suite: the Chief Revenue Officer (CRO).

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Chief Revenue Officer, USA - dennis cisterna

  1. 1. © 2017 Investability, All RightsReserved Chief Revenue Officer USA Summit Innovative Strategies for Building an Engaged and Motivated Revenue Team Dennis Cisterna III Chief Revenue Officer Investability Real Estate, Inc.
  2. 2. © 2017 Investability, All RightsReserved The 6 C’s to Maximize Motivation and Engagement • Culture • Communication • Confidence • Collaboration • Control • Compensation
  3. 3. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Culture • Do you have a corporate culture? • What environment are you trying to create? Why? • Is it organic or forced? • Does it cater to a specific department or the whole company?
  4. 4. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Communication • Are you conveying your visions and goals clearly? • Do you setting realistic expectations? • Can you listen to and respond to the feedback?
  5. 5. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Confidence • Are you the ultimate salesperson or are you the leader of the sales organization? Can you be both? • When do you let go of the sales process? • Are you conveying the right confidence in your product? • Are you building the confidence in your people?
  6. 6. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Collaboration • Does your team understand how the “guts” of your organization works? • They know the products, but do they know they process? • Are they encouraged to interact with other business units? • Is your revenue team’s voice heard by anyone but you?
  7. 7. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Control • How are you ensuring that slam dunk opportunities convert to closed wins? • Have you reduced the friction points of your sales process? • Can your team close on deals without multiple dependencies? • Do you allow them to utilize pricing discounts to get to the finish line without your approval?
  8. 8. © 2017 Investability, All RightsReserved Maximizing Motivation and Engagement Compensation • Is your compensation structured appropriate to your competitors? • Is there an alignment of interest between employee and employer? • Why inhibit earning potential as your profit margin increases with each sale?

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