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Challenges of New Sales Leaders Addressed in Miller Heiman White Paper

RENO, NV -  June 05, 2007  -   New sales leaders only last 18 months on average before turning over, this, according to the new white paper released today by Miller Heiman.

The white paper, "Beat the Odds: Survival Skills for the New SVP," quoted the company's research results demonstrating that the sales leaders in Winning Sales Organizations have a "considerably longer tenure" than the average sales executive. It identifies and explores winning strategies that enable them to stay long enough to accomplish significant goals. Among the strategies discussed include:

• Alignment with your new CEO and Executive Team
• Understanding of the business
• Understanding the team
• Getting clear on your strategy and goals
• Proactive performance management

Authors Dario Priolo and Bill Golder say that, "while we can't make it easy, we can offer proven, effective tools for stepping into a sales leadership role". The paper is intended to be a "comprehensive guide for an incoming SVP to learn his or her way around the new company, get traction fast, begin to drive sales, make informed decisions and effectively lead a sales organization". Still, the authors offer a word of caution: "Our guide is not a substitute for experience, skill and good judgment."

The white paper is available immediately and can be downloaded here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.