Hiring the Wrong VPs of Sales, Over and Over

I’ve written a lot recently about salespeople. (Key in “hiring” into the search box on my blog or look at my recent posts on LinkedIn.)

Over the years I’ve had the opportunity to provide my opinion to CEOs, CFOs, boards of directors, private investors, private equity partners, and venture capitalists about what was really going on within their (portfolio) companies’ dysfunctional sales departments.

Sales managers and VPs, and the people that hire them, are the subject of this discussion.

Just a note. I love salespeople, sales managers, and their bosses, the VPs of sales. It’s a tough job. This post isn’t about those who get the job done. (Read my book if you’d like to see what that looks like.) For this post, I just want to help those executives who seem to keep on hiring those VPs of sales who can’t get the job done. (And please, stop promoting your best sales rep to VP of Sales.)

 

Considering the average tenure of sales VPs these days, which is

far less than two years,

one can create a timeline for a newly-hired VP who just isn’t going to work out long-term:

(Read the rest of the post here, on LinkedIn.)

Dave Stein

Most recently, I co-authored Beyond the Sales Process. I graduated from college with a degree in music. After an early career as a professional trumpeter, I transitioned quickly to computer programming. I held many diverse technical, sales and executive positions over the course of two decades: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of international operations, VP of client services and VP of strategic alliances. I worked in the technology sector for, among other companies, Fortune Systems Corporation, Datalogix International (acquired by Oracle Corporation), and Marcam Corporation (acquired by Wonderware, then Invensys, plc). aboutpicIn 1997 I founded the sales consultancy The Stein Advantage, Inc. We provided expertise, guidance and coaching to our clients in these, among other critical areas: hiring of top sales professionals; analyst relations; development of corporate and selling strategies to overcome tough competitors; increasing compliance by their sales organizations to sales methodologies that had been installed; and re-engineering selling efforts to achieve new levels of credibility and differentiation with higher-level customer executives. Among the many companies with whom I’ve worked are: ALLTEL Corporation, BASF, Bayer, Cardo, Convergys, HP, Honeywell, IBM, Infor, Intermec, Global Crossing, Kronos, Lorentzen-Wettre, MCI, MAPICS, The McGraw-Hill Companies, Microsoft, Minnesota Life (A Securian Company), NEC Japan, NPD Group, Oracle, Pitney Bowes, Progress Software Corporation, Richardson Electronics, Inc., Siemens, Standard & Poor’s, SunGard, Towers Perrin, Unisys, United Technologies, Xerox Office Systems and XO Communications. Add to that list about a hundred or so start-ups and companies under $20 million in sales. Through my past work as a sales consultant, coach, and trainer, I have a unique view of sales methodologies, sales training approaches, and the cultural, behavioral, and business changes required for corporations to excel at the sales function. I understand what works and what doesn’t when it comes to the ever dynamic challenges of gaining and maintaining competitive advantage through sales organization effectiveness. In 2005 I, along with former Gartner president of research, N. Adam Rin, Ph.D., founded ES Research Group, Inc. I closed down that analyst firm in 2013. I been delighted to have been quoted and recognized in leading business magazines and websites over the years, including Fast Company, The New York Times, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. In April 2008 I was appointed Visiting Professor of Sales and Sales Management at the Dublin Institute of Technology, where I regularly deliver seminars for their International Selling Programme. I still continue to speak at sales kick-off meetings and other sales-related events, as well as run workshops around the area of business-to-business sales performance improvement. I regularly contribute articles to Sales and Marketing Management magazine, where I am a member of the advisory board. My Amazon best-selling sales book How Winners Sell was republished as an ebook in August 2015. I am very excited about a new book which will hit the streets on March 1, 2016. Subscribe to this blog to be kept up to date on its progress. I live on the island Martha’s Vineyard, with my wife and two dogs.

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