What is the role of a modern SALES DIRECTOR?
We are currently researching the challenges, demands, work pattern and main tasks for a Sales Director/VP Sales in a global/Intl setting and what makes them successful, and have so far made +25 interviews. We want to talk to more insightful Sales Directors as input to a coming book and Sales Director concept.
Participating companies among others so far have been: ABB Sandvik Electrolux prof nVent Saab Systemair Kanthal CSI Leasing Inc Wilo Group EPLAN Habia Cable Schneider Electric Bravida and more.
Are you interested?
We will share our findings and best practice during the interview. An experienced consultant and former VP Sales will ask questions to make you reflect on your own job, your own work pattern and what brings success. You will receive white papers this spring and a book on this important subject during the coming fall.
Here are examples of key activities we have seen up until now:
THE MANAGER ROLE
Sales process and sales pattern development
Establish procedures/systems for meetings and follow-up (performance reviews, coaching meetings, joint visits, etc.)
Produce a sales manual and sales management manual
THE LEADER ROLE
Instruct, delegate and establish expectations on roles and activities for Sales Managers/ Country Managers
Include KPIs (leading and Qualitative) as a fixed point on the agenda in business reviews
With targeted efforts inspire sales reps and Sales Managers locally
THE COACH/TRAINER ROLE
Ongoing coaching of Sales Managers, primarily on key markets
Organize ‘train the trainers’ for local Sales Managers to build their ability to train/develop their sales staff
Produce trainer support material for Sales Managers
THE SALES EXPERT ROLE
Test new sales processes and sales patterns, play an active part in pilot markets
Schedule joint visits with sales companies (physical and/or digital), thus being a role model
Ensure local adaptation of sales patterns
Contact us if you are interested in participating: firstname.lastname@example.org
Learn more about the modern Sales Director and download Sales Director Whitepaper from our website.