Key obstacles CSOs will have to overcome in 2013

01/24/2013 | Sales Benchmark Index

Chief sales officers face significant challenges this year despite some positive economic developments, Drew Zarges writes. For one thing, buyers are becoming accustomed to making purchases without face-to-face meetings, which means CSOs may need to re-evaluate their strategies. In addition, CSOs will have to deal with the ambitious goals that CEOs are setting for 2013.

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