Reports & Insights

Reports & Insights

Technology

Rebooting leadership selection in software sales

By
Gren Millard
David Beuerlein
Patrick Delhoungne
David Knapp

Software companies should fundamentally alter how they select sales executives. Analysis of Korn/Ferry executive assessments shows that the required leadership skills shift significantly with each promotion. The upshot? Top sales managers are not naturally good sales leaders. Software companies would be wise to use a more rigorous, assessment-based approach to recruiting, development, and promotion.

Author Profile: 

 

Senior Client Partner
Global Sector Leader, Software 
Northern Virginia

Gren Millard is a Senior Client Partner in Korn/Ferry International’s Virginia office. He is also the Global Sector Leader of Software within the Firm’s Global Technology Market.

Mr. Millard brings more than two decades of experience in executive search, sales and marketing to Korn/Ferry. He specializes in software, business services and infrastructure technologies, with a client list that reflects a balance between large public companies and private equity-backed emerging growth businesses. Additionally, Mr. Millard advises companies and their boards on executive assessment and human capital development initiatives.

Senior Client Partner Dallas

David Beuerlein is a Senior Client Partner in Korn/Ferry International’s Dallas office and member of the Firm’s Global Technology Market, specializing in the IT & Professional Services Sector.

Mr. Beuerlein brings years of experience to Korn/Ferry and has served clients in a broad range of industries. He has extensive experience in all aspects of the technology and professional services industries and also brings deep expertise to strategy roles within corporations across a range of industries.

Senior Client Partner Technology

Patrick Delhougne is a Senior Client Partner in Korn/Ferry International’s Global Technology Market. Leading the Technology Market in the New York office, he specializes in the recruitment of senior-level executives in the technology and services sectors.

Prior to joining Korn/Ferry, Mr. Delhougne was with another executive search firm, where he conducted CEO, board-level, and sales and marketing assignments for clients at publicly traded companies, venture-funded technology companies and professional services firms in the technology space. He has also done extensive work for European, Middle Eastern, Canadian and other international clients with sensitive cross-cultural issues.

Principal Consultant Leadership and Talent Consulting

David R. Knapp is a Principal Consultant in Korn/Ferry International’s Leadership and Talent Consulting group, based in the Firm’s Chicago office.

Mr. Knapp has extensive experience in the design and implementation of talent management programs that enable clients to realign the skills of their leadership teams during periods of organizational change.

Prior to joining Korn/Ferry in 2006, Mr. Knapp spent eight years with Mercer HR Consulting, where he advised over 100 clients across a broad range of industries. He has worked extensively with both multinational and domestic operations requiring assistance with the design and implementation of assessment, hiring processes, merger integration, and leadership coaching.

Viewing Options

Share

Share Share Share Share

Browse Publications