Join us this Wednesday, July 1st, at 2-3pm EST for live, unfettered access to the minds of Ralph Barsi, VP Global Inside Sales at Tray.io, and Becc Holland, Head of Sales Development at Chorus.ai.
Comment below to share your challenges, ask questions, get answers, and workshop solutions with other forward-thinking Sales Leaders!
Have you watched the AMA yet? Here's the link https://youtu.be/p3dRlw6KBG8
My understanding is that the average tenure of a VP Sales in tech is incredibly brief (like, ~18 months kinda brief).
I’d love to hear your thoughts on why that’s the case.
What steps should new sales leaders take in their first 30/60/90 days to set them up for success, get them acquainted with the team, familiar with the sales process and tech-stack, etc.
Thanks, Ralph & Becc – you two rock!
Seconded. Great question, @alex-willeford
This is a really great question, @alex-willeford! Have you heard the “Prepare Three Envelopes” joke? It might explain why VPs of Sales experience short tenures 😀
I haven’t heard it, tell me!
It’s a bit long – but here it is:
A new VP of Sales has just been hired for a large software corporation. The former VP of Sales runs into them on their way out (awkward!) and pulls them aside. “I left three envelopes in the middle desk drawer,” the former VP says. “Open them if you run into trouble.”
The new VP of Sales says thank you, but shrugs it off until six months later when things start to get rocky. The CEO is turning up the heat, they’re worried about their job, and suddenly they remember the envelopes. Sure enough, in the middle drawer, there are three envelopes labeled #1, #2, and #3. The new VP opens the first envelope, and the message reads “Blame your predecessor.”
The new VP of Sales meets with the CEO and tactfully lays the blame at the feet of the previous VP. Satisfied with this reasoning, the CEO responds positively, sales start to pick up, and the problem is soon behind them.
Six months later, there is a dip in sales. Having learned from their previous experience, the VP quickly opened the second envelope. The message reads, “Reorganize.” It took some doing, but the sales department rebounds.
As time goes by, the sales team is once again falling short of their forecast. The VP of Sales goes to their office, closes the door, and pulls out Envelope #3.
The message says, “Prepare three envelopes.”
I’m always curious to hear how sales leaders influence leadership across departments, and lead beyond their own teams internally.
How do each of you communicate up, down, and laterally in your own organizations to make sure that you and your teams are seen as strategic partners, both deserving of and support, and willing to give it to others?
What should people be thinking about when making the jump from manager to director level? Director to VP? How can people better prepare themselves for those transitions?
Curious to hear from the both of you, what are some skills you’re currently working on as heads of your respective departments?
Looking forward to this, Becc and Ralph!