Hiring a sales leader is a major milestone for most security integrators. It’s difficult to justify paying someone to oversee the sales team and strategy, especially when it seems easy enough to have the owner or general manager do it. When a company makes that leap, the last thing they’re thinking about is how to developing the newly appointed sales leader.
Sales Directors, VPs of Sales, and the like are hired or promoted because of their experience and ability to drive revenue. Rarely are they trained or given the opportunity to grow or develop their professional skills, even if they’ve never managed people before... “We hired you because of your skill, so go perform and stop asking about training.”
As a sales leader that wants to improve, what can you do? The #1 action you have to take is to block off two hours every week for strategic development and training. There are plenty of resources and methodologies for you to follow (I know an excellent resource by the way). The most important thing is to block off a couple hours every week and do it.
