Left Brain vs Right Brain - Optimize for One
I find that most revenue leaders excel at either:
“Right brain” people-oriented stuff like courting clients and hiring & motivating sales reps. These leaders were usually excellent salespeople themselves early in their careers.
“Left brain” process and analytical stuff like planning, pricing, packaging, commission and territories. These folks often started their careers outside of sales – say in ops or analytics.
Very few people are excellent on both of these dimensions, so I suggest deciding up-front which one is most important. Ideally, your new leader will complement an existing teammate… so you can set them both up for success.