It’s an unfortunate fact that the average tenure of today’s startup head of sales is a mere 19 months. If a company misses its revenue goal, its the head of sales who inevitably takes the fall. But it doesn’t have to be that way if CEOs and heads of sales are aware of the issues that lead to missed goals. Here are the most common issues I’ve seen and how to avoid them:
if you are in a head of sales role, you *should* have the insights into what the challenges your clients / customers are facing today and tomorrow. that knowledge should lead into the impact you have on your organization. (psst: that impact should be big. and loud.)
as soon as your head of sales gets in the weeds, the clock starts ticking (on revenue, leads, personnel, etc.).
good article. thank you for sharing.
#2 might roll into having leadership qualities.
not management. leadership.
if you are in a head of sales role, you *should* have the insights into what the challenges your clients / customers are facing today and tomorrow. that knowledge should lead into the impact you have on your organization. (psst: that impact should be big. and loud.)
as soon as your head of sales gets in the weeds, the clock starts ticking (on revenue, leads, personnel, etc.).