The Vice President of Sales is the hottest seat in any company, and one that turns over most often. When a company hires a new VP of Sales, he or she is more than likely taking over a sales function that has been under performing and there is a usually a mandate to turn things around as fast as possible.
Having been a new VP of Sales myself more than once, my model for achieving fast and lasting success involves focusing on 6 top priorities during the critical first 90 days of assuming the role:
- Connect – Meet with key customers to let them know you are committed to their success.
- Validation – How do customers view the company’s offering? How is the company positioned in the marketplace?
- Audit – Tear apart the sales pipeline to determine what is real and what is the realistic forecast.
- Analyze – Are the sales strategy and selling methodology aligned with the sales goals? Does the sales team have the right team members to execute on the plan? Are the right support tools and infrastructure in place?
- Plans – Make sure all sales managers and reps have a tactical plan to deliver and support the sales plan.
- Culture – Instill a winning culture and make it clear to the team that failure and mediocrity will not exist moving forward.
To your success!
Photo by Luis Llerena
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
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