Chief Sales Officer: A high risk job?
Of all jobs in top management the Chief Sales Officer (VP sales) is the toughest one - as the ever shortening tenure in this job illustrates:
"Estimates now put the average tenure of a sales VP somewhere between 24 and 32 months. So if you recently moved into a VP of sales office, don’t unpack your bags. Even more alarming than the length of time sales VPs are spending in this position, however, is the recent acceleration of the trend. Experts say that while tenure has been contracting for about a decade, the rate at which it is contracting has accelerated in the last two to three years."
“The situation has reached epidemic proportions,” warns Dave Stein, CEO of ES Research Group, an independent authority on sales-training programs and sales methodologies and tools. Stein says he’s seen tenure as low as 19 months – barely more than six quarters. “That’s three quarters trying to ramp up, two more of waiting until things get better, and one last quarter for executing the exit strategy,” he says.
Three reasons for Chief Sales Officer’s failure
For Chief Officer’s failure we see three main reasons:
Overview of website
This website offers recommendations Chief Sales Officers’ success by avoiding these reasons. It offers these topics:
- Chief Sales Officers measure of success,
- The three roles of Chief Sales Officers,
- How to focus operational sales leadership on constraints and agility (doing five things right)
Three other items describe our offer to assist Chief Sales Officers in their tough job: of operational leadership:
- Software: the DELTA T Cockpit, a management project software tool for design, execution and agile adaptation of operational plans,
- Coaching for the launching of constraint focused agile operational sales leadership,
- Workshops, books, consulting and free downloads.