A short transcript excerpt from a Feb 7, 2024 video where Jason M. Lemkin answers how a CEO should handle a VP of Sales who is performing better than before but not meeting aggressive targets. The exchange focuses on evaluating relative improvement and setting expectations for whether to retain or replace the VP.
What advice would you give to a VP of sales who's he's not failing, but he's not crushing, he's not giving you the results you want. How would you approach it?
That's a situation a lot of us are going to be in. And the question is, how does the CEO deal with it or how does the VP of sales deal with it?
You as a CEO, and you got this VP of sales, he's not failing you, but he's not achieving the aggressive metrics you want him to do. What do you do with this guy?
Well, first question is, are you doing better than before you hired him?
Got it.
Are you?
Assume you are. Assume he's bringing you more.
Results, then you back him. Back him and you backfill him.
