White Paper: Your First 18 Months as a New Sales Leader
What YOU need to do before the honeymoon is over!
Cue “Mission Impossible” theme. The time bomb is ticking. Can the hero defuse the thing before the world is destroyed?
Welcome to what many claim is the reality of the new sales leader. If you have just been hired or promoted into a high-level sales management job, your life expectancy is about 18 months.
That is where recent studies by Forrester Research and other investigators place the average tenure of new sales leaders. The figure is down from 24 months just a couple of years ago. And note that if 18 months is the average, then an awful lot of new sales leaders don’t last even that long.
Many don’t make it past the honeymoon period, which is between 3 and 6 months.
This isn’t good for anyone. What company could benefit from such rapid turnover at the top? What sales team could hit its stride? And, of course, what good does it do you to have a series of short-term jobs on your resume?
It may be true that C-level folks can no longer throw those resumes in the circular file automatically, since there are so many of them. But believe me, if your history makes you look like a love-’em and-leave-’em type, the urge to discard your resume is still there.
Here’s what the typical tenure for a newly hired sales leader looks like
My company, The Sales Board, has recently taken a very close look at this tenure issue. During the past 12 months, 60% of our new business has come from people like you, who are starting new jobs as sales leaders.
That’s up from 40% just a year ago. We’ve made a lot of new sales execs very happy lately. They are still in their leadership positions and doing great.
Since 1990, as a matter of fact, The Sales Board has worked with nearly 2,000 newly hired sales executives. I want to give you my best advice about what a new leader can do to become highly successful when the clock is ticking. What are the most important things you can do right away to avoid the 18-month revolving door? Let’s begin with a question.
WHY WERE YOU HIRED ANYWAY?