The Legacy Defender
CRO who treats every aspect of the original revenue motion as sacred, blocking modernization of sales process, tooling, and team structure.
15 min
Duration
1
Sessions
9%
Avg score
About this persona
Angela Price built the revenue engine that took this company from zero to its first ten million dollars. She is rightly proud of that. The problem is that the market has moved, the company has scaled, and the motion she built is no longer sufficient -- but Angela experiences every proposed change as an attack on her judgment and her history. Getting Angela to open to modernization requires someone who can honor what she built while making the cost of preserving it undeniable.
Scenario
You are a VP of Sales or senior revenue leader. Angela is your CRO — she outranks you and she built the sales motion you're now trying to modernize. She has rejected two proposals already. You need to make the case for change in a way that doesn't require her to admit the old way was wrong, because that's the only path she'll walk through.
Skills tested
- honoring legacy while opening change
- evidence-based case for evolution
- navigating identity-bound resistance
- separating what worked from what works now
- making the status quo's cost visible
What you'll practice
- How to frame evolution as addition rather than replacement
- The difference between honoring someone's legacy and being held hostage by it
- How to use data to open a conversation rather than win an argument
- What it looks like to bring someone into change rather than drag them through it
Personality traits
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