The trouble is the sales leader was so looking forward to the new challenge they forgot to qualify the role OR they wanted to get out from where they were that their glasses were indeed rose coloured.
Great sales leaders should qualify their next gig by referring to this list of requirements you should be canvassing to know if the organisation is truly looking for an effective sales leader.
What a great sales manager candidate should know before they agree on the employment:-
Do they have the authority to hire and fire
Do they have the authority to buy and enhance CRM
Do they have the authority to authorise sales travel
Do they have the authority to engage in external sales development
Do they have the authority to change role PD
Do they have the authority to change territories
Do they have the authority to change commission/bonus plans
Do they have the authority to change the value proposition
Do they have the authority to change the sales process
Do they have the authority to change the qualifying process/criteria
Do they have the authority to change the sale’s scorecard
Do they have the authority to create and change sales strategy
Do they have the authority to create and change sales planning
Do they have the authority to change the sales Kpi’s
Now not all of these might be a priority, there are so showstoppers here though.
Not every company, well most, have their house in order, I get that, and yet what are they willing to let go of for someone who does know what they are doing to make the changes required.
Yes here will be due consideration given to those who would like to be involved, ultimately the sales leader takes responsibility for the sales team’s effectiveness in meeting the require targets – revenue, margin and marketshare growth.
This is all about you taken your rose coloured glassess off and really understanding the opprotunity and the challenges accordingly.
