• Dave Egloff ,

Following the acute response to the COVID-19 outbreak, chief sales officers (CSOs) quickly adapted to temper pressures stemming from precarious market conditions. There is significant pressure to recover and renew ahead of the overall economy as well as the competition. Unfortunately, if CSOs move too quickly (e.g., hiring sellers ahead of the demand curve), they may be burdened with idle resources that financially constrain the organization. If they react too slowly, they risk their competitors
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