- Dan McKee
- Jul 28
- 3 min read
If you're serious about scaling revenue, your Head of Sales can’t just execute your plan—they need to help shape it.
Let’s be blunt: when growth stalls, the issue usually isn’t “down there.” It’s at the top.
In many companies, CEOs want their sales teams to succeed—but don’t know how to work in true partnership with their Head of Sales. It’s not about apathy—it’s about clarity. Most CEOs were never shown how to lead sales in partnership. They assume their job is to cast vision, hand off a revenue target, and get out of the way.
But without CEO and CRO alignment, sales becomes disconnected from strategy. The Head of Sales is left to interpret high-level goals without the full picture—resulting in misfires, missed forecasts, and cross-functional confusion.
Everyone’s working hard. Just not together.
Executive Alignment for Revenue Growth
In high-performing companies, growth isn’t delegated—it’s co-owned. The CEO and CRO (or Head of Sales) act as strategic partners. The CEO brings vision. The CRO brings market truth. Together, they bridge the gap between strategy and execution.
This isn’t symbolic—it’s structural. When CEO and CRO alignment is operationalized, it creates a shared source of truth, real-time feedback loops, and execution clarity across the business.
It’s not just a better way to work. It’s a smarter way to grow.
Sales Leadership Is a Strategic Asset, Not a Taskmaster
Too many companies treat their Head of Sales like a high-paid executor. “Make the number. Don’t ask too many questions.”
But your sales leader isn’t just managing reps—they’re your most valuable strategic partner in:
Refining product-market fit
Shaping go-to-market strategy
Sensing market shifts before analytics catch up
Delivering real-time buyer insights
They’re not the last mile—they’re the front line.
If you’re not treating your CRO like a strategic co-pilot, you’re flying blind.🔗 Selling Better Isn’t the Real Problem
Co-Ownership Starts with Shared Cadence
In the best organizations, the Sales Operating Cadence is nested within the Company Operating Cadence, forming the backbone of your Revenue Operating System.
This isn’t theoretical. It’s how modern companies move:
Weekly staff syncs
Forecast reviews
Strategic planning sessions
Executive one-on-ones
This cadence creates repeatable context loops—exactly what you need to make great decisions at speed.
Culture Follows the Leaders
How your CEO and CRO show up together is how the company learns to operate.
If they’re aligned → teams feel empowered.
If they’re disconnected → teams operate in silos, morale dips, and marketing misses the mark.
Want to know if your org values sales? Look at how your leadership treats the sales leader. That’s your signal.
Strategic Sales Leadership: A Reflection of Company Maturity
Ask yourself:
Are your GTM strategies co-owned across sales, marketing, and product?
Is your forecast grounded in field reality or top-down fiction?
Are your priorities clear across functions—or are teams fighting for airtime?
Misalignment isn’t harmless—it’s expensive. It drains momentum, muddies communication, and makes scaling feel chaotic.
The companies that outperform don’t just sell better. They lead better.
How High Achiever Fixes Execution at the Source
At High Achiever, we embed execution rhythm, cross-functional clarity, and operational trust into how your revenue team works. We coach leaders—but more importantly, we install systems.
Our work with CEOs and CROs turns ambiguous alignment into measurable business performance.
We help you:
Build an integrated operating cadence
Align strategic and tactical decision-making
Empower your sales leader as a co-owner—not a messenger
Create high-performing customer-facing teams that actually deliver
It starts with alignment. It ends with results.
Ready to Stop Delegating and Start Driving?
If your leadership team is serious about building a consistent, scalable revenue engine, the first step is aligning at the top.
Download now: The #1 Path to Revenue Acceleration
