Sales Training: 2012 VP of Sales
Published: Friday, October 07, 2011
Sales Training Insight: CEOs Have Spoken - 5 Must Haves for the 2012 VP of Sales
By Matt Sharrers, Sales Benchmark Index (SBI)
CEOs have invested 17% more Sales Training dollars for current and prospective VPs of Sales in 2011. This is great news. The bad news is these same CEOs are being let down in their search for a new VP of Sales because the dollars are misdirected.
CEOs are growing frustrated with the old style sales managers they are interviewing. Why? The CEOs we are speaking with (inside and outside of the F500) are looking for a new brand of VP of Sales. Many of you are being perceived as having reached your peak. Reinvest the sales training dollars allocated for your development to the following:
My friend John Gleason is leading Ryder to record setting revenue growth 18 months into his tenure as the EVP of Sales and Marketing. He pushes his team to grow new capabilities because he is doing it alongside of them. He hires internal experts like Chris Fris to help push the evolutionary pace. He ensures the sales strategy is aligned with the corporate strategy by being thoughtful of where Ryder is going vs. where they have been.
Call To Action-start today: the investment in the above personal sales training will be quickly monetized in the promotion to a VP role or increased performance in your current position.
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