In a large company, do activities relating to post-sales and customer support fall under sales or operations?

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JASON LEMKIN

It varies.

A “true” VP of Sales often wants nothing more to do with a customer after a deal closes.

Because most great VPs of Sales are closers. They want to close, and move on. And close another one. Managing support, customer success, any part of post-sales is a distraction. And one that keeps her away from hitting her ARR or bookings quota.

But often times, a good VP of Sales over time wants to own more, and become a bit of a Chief Revenue Officer.

CROs often own the entire revenue cycle process.

But to do that right — they have to hire a great VP of Sales under them.

Most can’t.

Most take the title and role as a vanity. And fail because of it.

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Published on September 18, 2017
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