A few weeks ago, we published a blog for sales leaders embarking on new roles that launched our multi-part exploration of how leaders approach their first 90 days and what we can learn from their experiences. The topic was born from a startling statistic: The average tenure of a Sales VP working in the same role at the same company is incredibly brief – about 18 months.
This is the first of four articles that, together, will tackle what we believe are the top 90-day challenges facing sales leaders taking on a new role:
- Cutting down on the initial chaos
- Learning your new organization deeply within 30 days
- Obtaining early wins to establish momentum
- Assessing organizational alignment with Sales and setting longer-term strategy
Seasoned professionals may glance at this list and think, “thanks for pointing out the obvious.”
But here’s the thing.
Sales is a messy business full of messy human beings, each with his own capabilities, expectations, personal goals, learning style, and political agenda.
Understanding them, harnessing their unique power, and avoiding mishaps is no mean feat – regardless of how much experience you have or the size of the operation you assume.