Insights

No Way Out: The Cul-de-Sac of Sales Churn

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Blue Ridge Partners’ Senior Managing Director Kevin Kennedy’s recent article notes that the churn of sales leadership leads to a lack of continuity and accountability in the sales function. Growth is stifled because good sales strategies never have a chance to succeed when sales leaders don’t stay long enough to bring long-term initiatives to fruition. The tenure of top sales leaders is shrinking, with the average declining from 26 months in 2010 to 19 months in 2017. Company leaders must look at the root causes, develop solutions, and support implementation.

The article can be read here.

Categories - Growth Strategy - Commercial Effectiveness