Sales leaders need to be set up for success

09/30/2011 | 3Forward.com

New sales leaders at many companies are destined for failure, because they feel pressured to sacrifice long-term development initiatives to meet short-term sales objectives, writes Dan Hudson. The average tenure of sales leaders in complex business-to-business sales has fallen to less than two years. To solve the problem, CEOs need to be patient and work with their new sales leaders to determine what needs to be accomplished. Important structural goals include evaluating the sales team and the sales process, he writes.

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