The chief revenue officer (CRO) is an executive-level position responsible for overseeing the revenue-generating functions of a business. Specifically, CRO responsibilities typically include sales, marketing, operations, and partnership strategies.
A CRO leverages the power of both sales and marketing to optimize the customer experience and ultimately drives business growth. By working closely with these two key departments, the CRO can align a company’s revenue-generating strategies so your business message is clear and effective.
The CRO reports to the CFO, in most companies, to ensure revenue goals are being met and financial strategies are aligning. In addition to working closely with the chief financial officer, the chief revenue officer also works with department heads.
From this brief description, it’s clear a CRO can play a pivotal role within a company. If your business is ready to start interviewing candidates for the role, make sure your team is prepared with the right interview questions.
A CRO can push forward your company’s growth initiative and help your business achieve results. Finding the right candidate for the job, however, takes time and thought. You need a CRO who can implement a scalable revenue pipeline, but a scalable sales strategy isn’t the only function of a CRO. You also need someone who can build a top-performing team to successfully implement your company’s business strategy.
We’ve compiled a list of important CRO interview questions you can use to help you sift through qualifying CRO candidates. These 20 questions will provide insight into the CRO candidate’s experience as well as highlight their top qualities.
CRO Recruitment: How We Find the Right Sales Leaders
Placing sales leaders that generate results means asking the right questions. That’s why every sales executive recruiter at Cowen Partners does a deep dive into each candidate’s history and experience. Shedding more light on our approach, we’ve shared the key questions our sales executive recruiters use to start conversations, along with what we look for in candidates’ answers, to find the right fit for your role.
You want your sales leader to adapt their experience to your market. Asking them to explain how they’d adjust to the change in the market, we can see:
Every market is different. That means you can’t hire the same salesperson for every type of company. This question lets us see if your candidate will adapt to your needs or settle for hiring what they already know and are comfortable with.
Your leader will need to structure the sales team’s compensation plan. You want a sales leader who can set standards that match company expectations with what you plan to offer. This question lets us find if a candidate will do what they’ve done before or if they’ll structure the sales process and strategies to fit your demands and needs.
Great sales executives all share key traits. Here’s what we look for to identify not only those key traits, but what type of culture and company their talent is fit for.
Finding the right demand generation executive means asking the right questions. Here are the demand gen interview questions we use when building your candidate list. We’re sharing these so you understand what our demand generation recruiters consider as we create your candidate list. We invite you to review and use them as you are searching for and screening your next demand generation executive.
Beyond those interview questions, here are some key qualities our demand generation recruiters look for to find the top 1% of talent for our clients:
Our hands-on sales executive recruiters have experience working with private, public, pre-IPO, and non-profit organizations. Clients are typically $50 million in revenue to Fortune 1000’s or have assets between $500 million to $15 billion. Successful placements span the entire C-Suite – CEO, Chief Operating Officer, CHRO, Chief Financial Officer, CMO, and include vice president sales and marketing, general counsel, and other director-level leadership roles.
Check out our industry-leading retained search resources to see why Cowen Partners is a top sales and marketing executive search firm in New York City, Anchorage, Chicago, Seattle, Atlanta, Dallas, Los Angeles, and beyond:
Cowen Partners Executive search provides CRO recruitment services to all major and minor industries including:
Accounting, Advertising, Aerospace & Defense, Biotechnology, Banking, Board and CEO Services, Computer Hardware, Construction, Consulting, Consumer Products, Computer Software and Hardware, Education, Energy & Utilities, Entertainment & Sports, Finance, Financial Services, Food Products, Government, Human Resources, Health Care, Hospitality & Tourism, Insurance, Industrial, Internet & New Media, Legal, Journalism & Publishing, Marketing, Manufacturing, Medical Device, Non-Profit, Pharmaceutical, Real Estate, Retail & Apparel, Sales, Technology, Telecommunications and Transportation.