Why sales VPs can't act like managers

08/7/2013 | Sales Benchmark Index

Your company may be in trouble if your vice president of sales is still acting like a regional manager, writes Drew Zarges. Sales vice presidents must be prepared to interact with multiple departments within the company, and they must use a formalized approach to address skills gaps. The best sales leaders "identify roadblocks and opportunities. Then they build plans to eliminate or capture them," Zarges writes.

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