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4 Mistakes Companies Make When Hiring Sales Leaders Any company that relies heavily on salespeople naturally wants a highly-qualified person to lead the sales force. Judging by the modest tenure of sales leaders in their role, according to recent LinkedIn data, something is amiss. Looking at 150 past sales leaders (VP sales or equivalent role) at the 100 largest U.S. manufacturing companies, one in four lasted in the job less than two years, and half lasted three years or less. Hiring a sales leader involves the following steps. 1. Profiling: Specifying the characteristics and competencies candidates need. 2. Selecting: Vetting candidates and choosing one who best matches the profile. 3. Attracting: Making an offer and convincing the candidate to join. 4. Integrating: Helping the new leader get off to a strong start. A mistake at any step can lead to a candidate's failure. We see several hiring errors happening repeatedly across the steps. By avoiding these mistakes, companies dramatically increase their chances of success. Continued here Read the weekly Trending TradeBriefs newsletter to follow what CXOs in India are reading! Advertisers of the day Kellogg Executive Education: Kellogg's Senior Management Program | June 2019 | Enroll Now Wharton Business Analytics Team: Wharton's Business Analytics Program (Online) Our advertisers help fund the daily operations of TradeBriefs. We request you to accept our promotional emails. Get the most popular stories of the week here Get the most popular stories of the week here

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