We don’t make the rules; we can however, help you position yourself in the best position possible to win the top sales job.Sales training

 

The impact for those of you aspiring for this role is simple; if you do not possess these traits, you will be passed over and be branded as a “good regional leader unable to take the top spot”. You have plateaued. You will be perceived as having reached your peak. You have allowed the market to outpace you.

 

Curious if you have what it takes? Take our VP of Sales Competency Assessment and measure yourself against your peers.

 

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Below are 5 of the Must Haves:

 

  1. Evolutionary Pace—What new capabilities have you acquired in the last 24 months and how have you monetized them in your current role? Business is moving faster and this pace is only accelerating. If you cannot outpace, let alone keep pace, the CEO is not interested because his sales force will lag.
  2. Strategic Thinking—How did you align the corporate strategy with the sales strategy where you currently work? Can you crisply articulate a sales strategy that has evidence of being deployed and delivering a result?
  3. Market Awareness—How did you show that your ability to listen to the market in your current role created a verifiable business result? What strategic shifts did you make as a result of changing customer demands?
  4. Intellectual Curiosity—How did your curiosity about new opportunities in your current role drive measurable results? Or did you just salute and execute? CEOs are looking for inquisitive executive sales leaders that will provoke the organization to rethink the go to market strategy when they arrive. They don’t want somebody recycling strategies from their past life.
  5. Collaborative—How did you work with other functional groups to drive the execution of the sales strategy in your past roles? What did you do to pull the organization with you vs. isolate the sales team as its own separate entity? CEO’s want influencers not bulls that “shatter the glass”.

 

Earlier this year, we profiled 15 VPs of Sales who had made the number and were implementing best practices at a rate better than their peers.  They possess these must haves. What other behaviors are you seeing in executive sales talent that is producing measurable results in 2012? There is a group of “A” players wanting to move to the top job that would benefit.

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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