Taking Stock Of Sales Managers

I recently talked with a CEO of a mid-sized software company looking to hire a new sales VP. The conversation quickly turned to strategies for assessing sales management candidates and the need the CEO had to better understand the skills and expertise of the entire sales team. He validated a lot of what I'm seeing in other organizations -- the skills of his sales team are shifting (i.e., salespeople need to sell differently).

To summarize the conversation, he wasn’t sure if the sales managers he had in the sales organization were the right people to help the sales organization achieve the vision set forth by senior leadership as they moved to a more consultative selling motion. Additionally, he wasn’t sure what "type of sales VP" he wanted to bring in to replace the other sales VP he just let go. He was really concerned with making sure the new sales VP would execute toward the end state vision for success.

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