Partners in Excellence

JANUARY 31, 2018

I read a fascinating post from Chris Orlob, filled with interesting data on sales performance. The headline is, over the past 7 years, average VP of Sales tenure has shrunk from 26 months (Chris calls that healthy, I think it is unhealthy) to 19 months, which we both agree is tragic.

Hiring 48

Hiring Sales Cycle Territories Sales 48

Partners in Excellence

SEPTEMBER 19, 2018

Developing any high performance sales team starts with talent. Creating a high churn organization, either through treating people as commodities, if they miss this month’s numbers, they are out, replaced by the next victim. Nothing else that sales managers do matters, if they don’t have the right people.

Hiring 89

Hiring Churn Retention Survey 89

Partners in Excellence

JULY 18, 2019

The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent. As regular readers know, each sales person we hire is a multimillion dollar investment. The sales person’s territory is open for 3 months.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Openview

SEPTEMBER 6, 2018

If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. The average tenure of a VP of Sales has shrunk to just 19 months. Why is this so hard right now? Can you eliminate or reduce it?

Hiring 88

Hiring Strategy Compensation Face-to-face 88