Maximizing Enterprise Value Through CEO Selection

CEO selection is the single most important decision the board will make, but there is a bias towards operations and finance backgrounds. Rarely are candidates with sales backgrounds considered. And no one has systematically analyzed the data to understand why.

 

SBI found that while nearly 60% of CEOs come from an Operations or Finance background, Sales leaders are best positioned to grow revenue faster and double enterprise value. In this report, we discuss:

 

  1. Bias in the CEO selection process
  2. Research on CEO performance
  3. Why Sales CEOs more effective
  4. Advice to the Board: How to de-risk future CEO ‘new hire’ decisions
  5. What to do if the current CEO lacks a Sales background

     

Download the report below.

 

For more information on our research methodology and best practices for CEO selection, explore the appendix.