Tuesday, Dec 7, 2021

Great VPs of sales Never hide from a miss

I've never seen a great VP of Sales hide from a miss— Jason BeKind Lemkin (@jasonlk) November 22, 2021We’ve talked a lot on SaaStr over the years..

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We’ve talked a lot on SaaStr over the years about how to hire a great VP of Sales — and how to course-correct if you’ve made a miss hire.

The two fastest signs of a mishire:

  • No one great joins them in the first 30 days.  Every great VP of Sales has 1 or 2 folks that wants to follow them from their last role.  And also has been quietly recruiting a few great folks anyway to join them at their next role.  More on that here.
  • Nothing gets better in 1 sales cycle.  You don’t always need to see magic.  Sales doesn’t have to double in 1 sales cycle. But you do need to see things get better.  More on why that is here.

OK but some of you will still give them … more time.  Even if they sort of fail the above test.

So let me tell you the #1 sign a VP of Sales just isn’t going to make it under any circumstance.  It’s when they Hide from a Miss.

What do I mean?  Sales is tough.  And it’s even harder for a VP of Sales because every quarter you have to do better.  You have to close even more than last quarter.  An individual rep doesn’t have to.  But the VP of Sales has to constantly and always do better.

And that sometimes is impossible.  Sometimes, you just miss a quarter.  Hopefully not be a ton, but it’s going to happen.

So what you’ll see at the next board meeting in particular, and hopefully in your e-staff meeting:

  • The VP of Sales gives you an early heads up the quarter will be tough
  • If they miss the quarter, then tell you that day (or before) — with a clear action plan to do better;
  • They don’t blame others, at least not too much :). They take most of the blame, even if say marketing also came up short; and
  • Most importantly, they own it.  They own the miss.

If you miss a quarter and your new VP of Sales doesn’t own it, they’re scared.  They don’t know how to fix it.  They don’t know how to make it happen.  And most likely, they’re scared.  Maybe too scared to pull out of it.

I’ve never seen a VP of Sales that didn’t own a miss make it.  At least be aware of the flag after the end of a tough month or quarter.  At the next team meeting, and especially at the next board meeting, if your VP of Sales doesn’t bring up the miss.  If they don’t take ownership of it, and share how they’ll do even better.

They never will.

The post Great VPs of Sales Never Hide from a Miss appeared first on SaaStr.

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By: Jason Lemkin
Title: Great VPs of Sales Never Hide from a Miss
Sourced From: www.saastr.com/great-vps-of-sales-never-hide-from-a-miss/
Published Date: Mon, 22 Nov 2021 15:45:07 +0000

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