The book’s authors, Matt Sharrers and Greg Alexander, are offering the 6 tools used by successful sales leaders in year one free of charge.
Atlanta, GA (PRWEB) January 13, 2012
Sales Benchmark Index (SBI), a sales consulting firm who helps companies grow revenues by improving the productivity of their sales force, today announced the release of its new eBook. “Promoted to VP of Sales: A Year One Toolkit” addresses the root causes of year one failure for newly appointed sales leaders and provides tools to address each one. The book can be accessed at http://www.salesbenchmarkindex.com/ebook-promoted-to-vp-of-sales/.
No other member of the executive fails as often as the sales leader with the average tenure of the VP of Sales at only 19 months. SBI’s research found 4 root causes of year one failure:
- Thrashing- the wrong sales improvement programs launched due to improperly diagnosed problems, resulting in lots of activities but few results.
- Detachment- go-to-market plan not in sync with the life cycles of the industry, company, or products.
- Sequencing- change fatigue in the sales force resulting from “flavor of the month” programs not properly ordered.
- Alienation- too much company disruption caused by a sales strategy which lacks proper company context.
“As an outsider, you can come up with new ideas but in a strong culture you will be rejected. Use the insiders and informal leaders to help you drive change in the right order through the organization” says John Gleason, Chief Sales Officer of Ryder System Inc. (symbol: R).
“I knew I could get more done through my peers vs. going around my peers. I focused on being objective and ensuring the sales department was optimized before I pointed any fingers at other functional groups”, noted Alex Shootman, Chief Revenue Officer, Eloqua.
“Promoted to VP of Sales: The Year One Toolkit” analyzed the contrast between new sales leaders who made it past the average tenure, 6 quarters, and sales leaders who did not. Successful new sales leaders avoided the common pit falls by:
1- Connecting corporate to the field
2- Properly assessed the current sales force prior to launching programs
3- Understood what to do first vs. next.
4- Recognized that better talent alone does not move the needle. Optimized performance conditions are necessary.
The book’s authors, Matt Sharrers and Greg Alexander, are offering the 6 tools used by successful sales leaders in year one free of charge. These tools can be found linked inside the eBook at http://www.salesbenchmarkindex.com/ebook-promoted-to-vp-of-sales/
Sales Benchmark Index provides sales consulting services to leading organizations.
These companies are seeking to increase their rate of revenue growth. Unlike traditional sales improvement approaches, such as software implementations or skills training, we offer superior value because we rely on the benchmarking method to deliver results. This method of sales consulting allows for results to be delivered quickly with little organizational disruption. This is accomplished through the use of best-in-class diagnostic tools and solutions that are supported with verifiable proof. Each project is executed by the most experienced team of advisors in the industry. Please visit http://www.salesbenchmarkindex.com for more information.