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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Sales Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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Does Your Company Have Enough Sales Managers?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Aug 20, 2014

A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. This meant that management span of control had more than doubled from an average of 5-6 salespeople per manager up to 12-15 per manager. Certainly, the move saved costs, but was it a good idea?


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