4 Mistakes Companies Make When Hiring Sales Leaders
HBR, May 7th, 2019
May 7, 2019,
Volume 254, Issue 2

"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..."

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