Months into hybrid work, not everyone agrees on how it’s going. Employees and employers are divided. Many leaders yearn for the office life of 2019—hallways abuzz with chatter, coffee overflowing.
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And top-notch soft skills eat experience for breakfast: According to Forbes, 94% of recruiters believe that top-notch soft skills outweigh experience when it comes to promotion to leadership positions.
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A ship does not leave port without a captain. So why would you put a sales team out there without a leader, a real sales leader?
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When executives put their hiring criteria together, I would implore them to throw out the regurgitated and stale approach so often used and statistically unsuccessful - wait for it - “the rolodex and product experts.”
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Too many people like to describe themselves as thought leaders. They want to be recognized as an authority in their field, as the one with the original thinking that others follow. But those true original thinkers are a very rare breed.
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What appears to be an absence of structure, invites everyone to have an opinion. And everyone becomes an expert on how to structure and execute sales, how to pitch to a customer, and to think that the value proposition is really a no-brainer.
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There is a lot out there: advice from founders and investors, stories of unicorns, tools and services that claim to guarantee success, ultimate tips and steps, … Starting, growing, and succeeding with a startup is complex and has a multitude of aspects.
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What needs to be different when you interview a candidate for a fractional executive role, like a Fractional VP of Sales or Fractional CRO? They are hired for a specific task, period of time, or interim role. Interview for the skills required to complete those shorter-term goals; everything else is gravy.
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There is an (almost) unlimited number of authors and content on this subject. And for a good reason: Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business.
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A few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
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