hire a new sales leader

Bob is the CEO of a successful software company.  He wants to grow faster.  He thinks a new sales leader is the answer.  Matt is his current head of sales.

 

His CTO just delivered a new product that expanded the company’s addressable market 2x.  The development cost was significant.  The board expects Bob to double monthly recurring revenue inside of 12 months.  Bob appreciates that new products don’t sell themselves.  He feels sales execution needs to be improved. 

 

Bob continues, “My VP of Sales, Matt, has taken us to this point.  I think he can deliver the growth, but maybe not.  Can I get there faster, with more certainty, by hiring a new sales leader? The board thinks I need to bring in a heavy hitter. They want someone who has scaled a SaaS company before.”

 

At the turn, I asked Bob, “What gaps exist between your sales leader and the new candidate?”

 

He proceeds to quote to me statistics from the candidates CV.  Items like revenue responsibility, number of people under his command, and years of experience. 

 

I ask Bob, “These numbers, are they a function of this sales leader’s skills? Or, a function of being at the right place at the right time?”

 

Bob did not know the answer.  Bob sinks a birdie putt and I am now three down. He asks me how one would go about answering this luck vs. skill question. 

 

On the scorecard, I scribbled a grid that looked something like this:

 

Talent Management

 

We approach the tee box. The foursome ahead of us had not hit their drives yet.  This allowed me to explain the inputs into this grid:

 

Bob, sales leaders get labeled A, B, or C players based on accountabilities and competencies. Accountabilities are numbers, such as revenue growth and quota attainment.  Competencies are skills such as launching a new product and building a great team.

 

You should rank your current leader and the candidate on this grid.  Then, you should benchmark their scores versus their peers.  This does two things for you.  First, you see the strengths and weaknesses of these leaders compared to each other. Second, you see a comparison of these sales leaders with the broader labor market.“

 

Bob drives his ball 275 yards down the middle of the fair way.  He turns to me and says, “I understand. If my current sales leader scores worse than the candidate, I have an issue.  If the candidate scores worse than the labor market, I still have an issue.  I will still be left wondering if I have the right guy?”

 

Punching out from behind a tree, I confirm with Bob.  If the current leader is as good as the alternatives, do not change.  It will not help. The key is answering the sales leadership question correctly.  This requires an objective assessment of the alternatives.  Accountabilities and competencies need to be benchmarked against the broader labor market. 

 

Bob asks, “How do you determine what to evaluate the individuals on?” 

 

I reply, “It is situational and different each time. Your goal is to drive the new product into the market.  There are specific sales leader competencies tied to a new product launch. For example, defining the ideal customer profile for the new offering might be one. Assessing the sales team’s readiness to sell the new product is another. Developing key account penetration plans for the new offering is important.  In addition to these, the sales leader also needs to enable the channel partners. Recruiting new channel partners for the new product is a key. Hiring to a new talent profile to sell the new offering might be one. You may also want to test for the ability to alter the comp plan. How about setting accurate quotas for the new offering?”

 

The Miller Lites at Pelican Hill hit the spot.  As two become five, Bob says, “I am not sure on Matt. But, now I am not sure about the candidate either. He looks great on paper.   He interviewed well but we asked the wrong questions. An objective assessment, against specific product launch competencies, might be worth it. The risk in taking Matt out is not trivial. He is well liked and has key relationships.  I need to make sure the risk is worth it.”

 

Bob asks, “How do I get started?”  I pointed Bob to three items below and recommend the same items to you:

 

  1. My book on sales talent assessment is here.
  2. An invitation to see talent benchmarking live is here.
  3. An interview with a CSO who grew his company from $0-$1billion is here.

 

We talked about chasing the little white ball around again.  He likes to win and playing me guarantees a victory for him. I will bring you up to speed on what Bob decided to do then.

 

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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