VP Sales Job Tenure Has Shrunk 7 Months – This Trend Explains Why The VP of Sales’ average tenure has steadily declined the last seven years. Once standing at a healthy 26 months, it’s now just 19 months. 7 months of tenure have evaporated. A year-and-a-half on the job isn’t much time to make the […]
Always Start With a Vision
Often during a coaching session, I will ask a salesperson, “What is your vision for this account?” More often than not, they reply with what they are trying to sell or how large they want the account to be, almost always in terms of pure revenue value. Some might think of that as a vision, […]
The Difference Between a Good Salesperson and a Truly Great Salesperson
We’ve all witnessed it and marveled at it when it happens. It’s the stuff of riveting nightly news stories. It mostly appears in a crisis situation when someone is in immediate life-threatening danger and somebody jumps in to perform a herculean rescue while other more mortal people stand gazing in a state of awe. But […]