Sales Director

  • A CEO’s Guide to the Differences in Sales Leadership Roles

    • June 15, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation.  He wondered, “Aren’t sales managers and sales leaders the same?”

    He has a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them.  In my experience, there is a boatload of confusion over the differences between Sales Managers, Sales Directors, Sales VP’s, Regional Sales Managers, National Sales Managers, Senior Sales VP’s, Worldwide Sales VP’s, Sales Operations VP’s, Sales Enablement VP’s and Chief Revenue Officers.

    Let’s attempt to explain some of the important differences between Sales Managers and the other Sales Leadership roles.

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  • Before Your Company Hires a Sales Leader…

    • January 30, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND they want to evaluate their sales force too.  For some reason, many choose to delay the evaluation until after the VP is in place when in reality, the evaluation should be used to help them select the new sales VP.

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  • Top 10 Ways to Increase Sales

    • October 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis.  Do you?

    There are as many answers to this question as there are politicians running for US President in 2012.  They include but aren’t limited to:

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