Lack of Sales Management Expertise
A lack of sales management expertise can significantly hinder your growth. Growing an organization is tough, whether you are the Founder/CEO, or a senior executive, selling is a vital part of the job — yet so many cannot wait to “get out of sales” as they don’t like it, or they don’t see themselves managing a broader sales organization. Often they’ll look internally to a salesperson who has been successful to date, to promote into a VP Sales role, and you sigh relief! It’s a huge challenge though, to “move up” to manage a sales organization — lots of salespeople think they can do it, however without experience and support you can end up turning that once successful salesperson, into a failed VP Sales, and reducing your sales revenues at the same time. Then they don’t want to “go back” to the sales role they had previously… and they quit. Now you have lost one of your best salespeople, and have damaged both the morale and performance of the broader sales team! We have seen it happen so, so many times… it’s a real shame to see.