'A Players'

Mark Lonergan, June 20th, 2011

Dur­ing a recent meet­ing here at Lon­er­gan Part­ners, we were chal­lenged to describe the char­ac­ter­is­tics that make up an A Play­er’ for an SVP Sales posi­tion inside a top pub­lic semi­con­duc­tor company.

Here are the traits for top performers that we observed, in descending order of importance

  • Demon­strate sus­tained lev­els of excep­tion­al rev­enue growth
  • Recruit and retain excep­tion­al sales man­agers for their team
  • Deeply under­stand both busi­ness strat­e­gy and mar­ket direction
  • Have a com­pet­i­tive nature and are pas­sion­ate about winning
  • Sus­tain impor­tant rela­tion­ships over long peri­ods of time

A Play­er’ sales executives:

  • Trans­form companies
  • Help their com­pa­nies win when oth­ers are los­ing ground
  • Bol­ster their firms with a sense of urgency, of pur­pose, of winning

Is your VP Sales a world-class A Player?’

Mark Lonergan

Founder & Managing Partner, Lonergan Partners

Specialties: Board & CEO placements


[email protected]

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