Dear SaaStr: When Should The CEO Step Away From Sales?

Q: Dear SaaStr: When Should The CEO Step Away From Sales?

Never.  It’s just, as you scale, what you do in the sales process as CEO evolves and changes.

I remember when we closed Groupon as one of our Ten (or so) Largest customers, back in the day. This was probably 2009 or so.

They’d brought us on shortly after they’d deployed Salesforce all across the company. My guess is they paid Salesforce $20m a year back then.

We flew out for a Big Hands On, in the bitter middle of a Chicago winter.

Anyhow, my VP of Customer Success, VP of Product, and I were in one small conference room working with the Sales Operations team. Talking about how to deploy faster, better, bigger.

Across the floor, with the 25-year-old CEO Andrew Mason … was Marc Benioff and his team. He’d flown out to Chicago in the dead of winter as well, probably all the way from Kona, who knows. He knew he had to be there, too.

Anyhow, he was still selling, the CEO of Salesforce. Salesforce was probably worth $10b then. It’s worth $175b today. And he’s still selling.

That’s your answer.

One of the top mistakes I see from founders once they hire their first VP of Sales is stepping away from sales.

It doesn’t work that way.  Yes, a great VP of Sales will take over a lot of the sales processes from you, and sales recruiting.  But you don’t get to stop doing sales.  Instead, you as CEO repurpose that time to support deals and drop into deals.  Not create them and close them.  But that time?  You never get that time back.  It just changes.

(note: an updated SaaStr Classic answer)

 

stop selling image from here

Published on July 7, 2022

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