The Myth of Giving VP of Sales More Time: Expose the Truth #business #businessstrategy #investing

Name: The Myth of Giving VP of Sales More Time: Expose the Truth #business #businessstrategy #investing
Uploaded: 2023-12-05T15:15:03+00:00
Duration: 46 s
Channel: Jason M. Lemkin
Description: In this solo commentary, Jason M. Lemkin debunks the common piece of SaaS leadership advice that a struggling sales organization can be fixed simply by…

5 Dec 2023 · 1 min

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In this solo commentary, Jason M. Lemkin debunks the common piece of SaaS leadership advice that a struggling sales organization can be fixed simply by giving the VP of Sales more time. He argues that time alone is insufficient; measurable progress must be evident within a single sales cycle. Lemkin outlines the concrete signals that indicate a VP is delivering value: successful hiring of competent reps, improvement in core sales metrics, closing a significant pending deal, and relieving the founder of sales‑related responsibilities. Without these tangible outcomes, extending the VP’s tenure is unlikely to turn the business around.

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And this is resonant on so many pieces of SaaS or content over the years. But trust me, the number 2 bit of terrible advice that you will get and that some of you will give is give the VP of sales more time. It never works, folks. It never works. You cannot always expect a great VP of sales to double sales in 30 days or 60 days or 90 days, although it does happen. But what you've got to see is progress in one sales cycle. You've got to see a couple good hires brought in. You've got to see improvement on some metrics. You've got to see, like, a big deal or that was hanging out there brought in and closed. You've got to see things taken off your plate. If in a sales cycle things are not improving on several core metrics in sales, they never will. They never will. The best VPs of sales— and I know a lot of folks don't want to hear this and disagree with it, but it's true.