Of all jobs in top management the Chief Sales Officer (VP sales) is the toughest one - as the ever shortening tenure in this job illustrates:
"Estimates now put the average tenure of a sales VP somewhere between 24 and 32 months. So if you recently moved into a VP of sales office, don’t unpack your bags. Even more alarming than the length of time sales VPs are spending in this position, however, is the recent acceleration of the trend. Experts say that while tenure has been contracting for about a decade, the rate at which it is contracting has accelerated in the last two to three years."
“The situation has reached epidemic proportions,” warns Dave Stein, CEO of ES Research Group, an independent authority on sales-training programs and sales methodologies and tools. Stein says he’s seen tenure as low as 19 months – barely more than six quarters. “That’s three quarters trying to ramp up, two more of waiting until things get better, and one last quarter for executing the exit strategy,” he says.
Sales creates the flow of revenue from customers.
Business constraint shows in sales results “off track”.
Agile sales management achieves sales goals by resolving sales constraints.
Most constraints showing in sales results “off track” stem from other functions – internal or external.
To resolve, entire business community must focus on resolving constraints.
Organize for agility – by revenue generating units. (Hierarchy, matrixed)
Each unit identifies and resolves its constraints.
Delta-T COCKPIT guides constraint resolution by unit.
