We’ve recently read several articles discussing the shrinking tenure of Sales VPs over the last decade or so, and similar stats for sales representatives themselves. In some cases, the data suggests the tenure is as short as 19 months, down from 26 months only 2-3 years ago. When exploring why this may be one of…
Tag: sales management
True Innovation Requires a Unique Sales Approach
We recently read and discussed an article from McKinsey & Company entitled “What’s wrong with solutions selling – and how to put it right.” It’s a great analysis of the role a company can play, and the investments it can make, in order to make its sales team more effective. The authors make the case…
Great Marketing…Be Careful What You Wish For
By Eric Gombrich A common challenge we encounter with entrepreneurial and early stage companies is a focus on ‘Marketing’ without reciprocal attention being paid to ‘Sales.’ Grant you, this is viewed through the lens of the entrepreneurial venture selling its wares to other organizations, or Business-to-Business (B2B), and not consumer-based sales (B2C). This context is…
“A Person is Smart, People are Dumb”
By Eric Gombrich My wife and I just returned from seeing To Kill a Mockingbird on Broadway in New York. I can’t rave enough about Aaron Sorkin’s interpretation of the Pulitzer Prize winning Harper Lee classic. Required reading for most US teenagers (and made into a movie staring Gregory Peck in 1962), if you’ve not…
Why I can’t Sell Anything
By Eric Gombrich I was recently honored to be asked to serve on a panel at The Thought Leadership on the Sales Profession conference hosted at Stanford University. If you are like me, you were unaware of this conference, likely because it is relatively new, and I believe long overdue (but that’s another topic). This…
