The Revenue Compass Blog

Introduction

One common and costly mistake in many SMBs is the rush to produce immediate results combined with a hands-off approach by business owners after hiring a new sales leader. Often, they assume the new hire’s expertise will naturally generate results and steer the ship. However, without proper direction, guidance, and support, even seasoned sales leaders can struggle. As a result, the average tenure of a VP of Sales is a short 19 months!

Having stepped into the role of a “new sales leader” multiple times, I’ve learned the importance of a deliberate and strategic onboarding approach. Rather than rushing to deliver immediate results, it's crucial to pause, observe, and understand the current landscape before taking action.

Here's how to set your new sales leader up for success:

Observe & Learn (Before Doing Anything)

If I could go back in time, I would’ve had more confidence and conviction to be patient. My ego and insecurities prompted me to make immediate changes, but the best thing a new sales leader can do is to observe and learn first.

Strategic Plan & Sales Process

Ensure you and your sales leader are aligned with your organization’s strategic plan. This alignment should have been covered during the interview process, but the transfer of information really starts here. Misalignment on the strategic plan can lead the new leader to steer the ship off-course.

Structure & Personnel of Your Business Development Team

Show the organizational structure of your business development team (sales, marketing, and customer success), including the individual roles and responsibilities.

Communication & Cadence

Establish clear expectations for your meeting cadence, including weekly sales meetings, 1:1s, quarterly retrospectives, and annual planning. These meetings are critical for creating a culture of performance.

Conclusion

Remember, the goal of onboarding isn’t to rush your sales leader into action but to equip them with the information, guidance, and tools needed to lead a high-performing team effectively. Investing time and effort upfront lays the foundation for long-term success and growth within your organization.

Go Deeper

Carver Peterson helps growth-minded leaders and organizations achieve predictable and sustainable revenue growth through a refined strategy, defined process, and aligned structure.