Head of Sales turnover is happening every 18 to 24 months. This reality affects your sales cycles, your revenue — and your salespeople.
Salespeople train themselves to work for their specific head of sales and the culture he or she has created. They know the communication streams, and they have a feel for expectations and leadership style.
Salespeople Can Sense an On-the-Way-Out CSO
The minute the CSO disengages with their position, salespeople sense it. They take changes in leadership personally and can start to feel insecure and lack their usual motivation, which can result in underperformance and which the customer can ultimately sense — and respond to accordingly.
It is akin to a coach shrugging his or her shoulders and walking off the field right before a game, leaving the team at a loss for which players to put in, which plays to run, which substitutions to make.
Julen Lopetegui was sacked as Spain’s