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The Ruby Group | Akron and Columbus, OH

Joe Ippolito

Did you know that the average tenure of a Sales VP is only between 24-32 months? They barely have time to unpack their bags and get settled before they are looking for another position. In the meantime, the company has not only lost its Sales VP but probably its best sales person as well. Why is this? And is there something that can be done to change this dynamic?

Developing a championship caliber sales team should be the goal of any sales leader. All champions, whether it is the Cubs, Patriots or newly crowned, Tarheels, are focused on doing their individual roles as well as possible, committed to the on-going improvement of themselves and the team, the culture sets high expectations, and the teams win. As difficult as this may be to accomplish for your sales team, it is not as hard as you think if you can implement these four championship elements.

In working with thousands of salespeople and sales managers, a consistent area of concern they have is to improve on their stall and objection handling skills. When prospects say things like “we’re not quite ready,” “your price is too high,” “were staying where we are,” “you do the same thing my current supplier does,” I could go on.