The Infamous CEO/VP Sales Disconnect...SOLVED
I had coffee with two different CEOs in the last couple weeks…one runs a start-up that will do $15mm this year, the other runs a $750mm 10-yr old company. They both shared similar challenges as it was obvious both CEOs were a bit out of touch with what was going on in sales. Of course, this made me think about the prospects for future success for both CEOs and what they need to do asap.
As I left both meetings, I wondered the same thing: “what’s the VP Sales doing this whole time”? It takes two to tango, right!?
A lot of my work helping companies optimize revenue operations uncovers the aforementioned problem: the CEO/VP Sales Disconnect. Simply stated, fast-moving, high-growth B2B companies must have the CEO and VP Sales singing from the same songbook. Both parties are responsible for harmony (though CEOs might argue otherwise). As we know, relations between CEO and the VP Sales can spiral and cost someone a job (big reveal: it ain’t the CEO who goes). Given the high cost of disruption and money associated with a change of personnel, these four tips each for the VP Sales AND the CEO are worth considering.
For the VP Sales:
For the CEO:
If either of you – CEO or VP Sales - don’t feel these ideas are do-able, then ego and baggage may have crept into your relationship. While that’s not good, there are fixes and you should probably call me so I can help you understand your choices. Sniffles turn into colds which can turn into flus (which sometimes last a long time, especially in the winter). Let’s stay healthy…we got a long year ahead of us.
Selling.2.YES is the monthly newsletter published by Core 6 Management Advisors to enlighten, motivate and stimulate all of us sellers and sales managers on topics that need our attention.
Click here for a fun, quick read on why the newsletter is named as it is.
ALL Archived Issues
When Product, Execution, and Sales aren't clicking
I'm tired of people telling me to breath.
Creating a learning culture in three easy steps.
Did that buyer refer to me as an a$$hole? Yup!
Sell me this pencil
God is in the skill rating business?
Faked out by data, not fake news
Don't fire your sales manager
Not muckin' no mo' stalls
Presenting fish, value props, or decks...all the same
How goes your "atta-boy"?
Face it, you're no good at prospecting
(You can) make the problem go away!
Johnny can't sell, FIRE his A$$
Managing your ugly ducklings