June 25, 2012 by Charlie Walker
Posted in: In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, Leadership, sales management
The window for aspiring executive sales leaders is about to open — but you’ll need to move quickly and come equipped with the five “must-haves” that are necessary to propel you to a seat at the executive table.
Why is now the time for action?
Between July and October each year, there’s a scramble to put new sales leadership in place as a remedy for projected shortfalls in hitting target numbers, according to experts.
Of course, it takes more than a game of musical chairs to push sales far enough to hit goals.
It doesn’t really matter why the vacancy exists, if you’re one of the sales managers looking to make an upward move.
Five specific competencies have been identified by the Sales Benchmark Index, as requirements for ascending to VP of Sales.
The 5 necessary traits:
- Strategic Thinking: How successful have you been at mirroring corporate strategy with your sales strategy? Be ready to describe a sales strategy you’ve implemented — and provide documented proof of its success.
- Market Awareness: Be ready to show how your own ability to read the market and predict its needs, and your results. How did you react and shift strategies in response to customer demands?
- Personal Growth: What have you done over the past two years to grow as a sales professional? How has it translated into increased sales? It’s not enough to keep pace; CEOs want Sales VPs who set the pace.
- Upset the Status Quo: Are you capable of moving in new directions and trying new market strategies? Recycling the ideas that worked for you in the past won’t cut it.
- Plays with Others: How well can you integrate Sales and your goals with the mission of the company and functions of other departments? Sales VPs need to be persuaders, not bulls in the company china shop.