Four Mistakes Companies Make When Hiring Sales Leaders

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, May 08, 2019

Any company that relies heavily on salespeople naturally wants a highly qualified person to lead the sales force. Judging by the modest tenure of sales leaders in their role, according to recent LinkedIn data, something is amiss. Looking at 150 past sales leaders (VP of sales or equivalent role) at the 100 largest U.S. manufacturing companies, one in four lasted in the job less than two years, and half lasted three years or less.


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Are Sales Incentives Becoming Obsolete?

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Aug 07, 2017

To motivate, manage and reward B-to-B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes.


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