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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 the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.