Revenue Leadership

WHAT IS REVENUE LEADERSHIP?

Revenue leadership occupies the highest position in the Revenue Growth Model. While often thought of as an individual, such as the chief revenue officer (CRO), senior vice president of marketing and sales, or vice president of sales, it’s a much more encompassing concept than a specific job role. A better analogy is to think of revenue leadership as the revenue department’s “guidance” system. Revenue leadership provides clarity of direction and meaning to actions. Its importance should never be underestimated. Effective leadership is pivotal. Whether led by the CRO or executed on behalf of the CRO office, leadership helps people know what to do and what not to do. Great CROs grasp and embrace this leadership accountability.