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Rank Your Sales Leader and See If It’s Time to Change

via Sales Benchmark Index

Rank Your Sales Leader and See If It’s Time to Change

via Sales Benchmark Index

Learn how to determine if you need a new sales leader to help drive growth.

 sales leader

Greg Alexander, CEO of Sales Benchmark Index, writes that hiring a new sales leader isn’t always the right way to grow faster. A sales leader can be an A, B, or C player, Alexander says, based on “accountabilities and competencies.” Revenue growth and quota attainment fall into the accountabilities pile, while launching a new product and building a great team fall into competencies.

Alexander encourages CEOs to rank your current sales leader with these metrics, as well as any candidates that you’re considering as a replacement. “This does two things for you,” Alexander says, “first, you see the strengths and weaknesses of these leaders compared to each other,” and second, “you see a comparison of these sales leaders with the broader labor market.”

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