So I’ve been doing this B2B thing for a while ;). I’ve made the right VP of Sales hire and the wrong one, and invested in 30+ top B2B companies and 7 unicorns — and seen them make the same mistakes as well.
And what I do know is you can tell. You can tell if the VP of Sales / CRO was the right hire or not .. quickly. The first week really, and for sure the first month.
Great VP of Sales, first week:
– brings 2-4 great folks with them
– identifies top existing talent, does what it takes to keep them
– begins to move out the underperformers, because they are wasting precious leads
– jumps into all critical deals themselves to learn, and to move them down the funnel ASAP
Mediocre VP of Sales, first month:
– has no one to bring with them
– top talent begins to leave
– tries hard to keep everyone, including low performers
– works mainly on process, not involved directly in many deals
These are the quick tells.
You know, quickly.
- Do they bring in a few great folks? Or have no one to bring with them? The best VPs of Sales and CROs always have a network to bring with them. Because they know it’s half the job. So they’re always recruiting. Always.
- Do they move out the low performers? Or keep them, because they worry they can’t find someone better?
- Are they deep into deals the first week? Or is it all about process for them? Big Co VPs of Sales and CROs are all about process. Because with their Big Brands behind them, they’re in every deal. That’s not you.
And one thing I can tell you, is more time doesn’t help. It never helps. You want it to, but it never does.
No VP of Sales or even CRO is great at everything. Let them run at what they are good at, and then backfill there where they are weaker. But all the best put points on the board — fast. One way or another. Even if the sales cycle is longer. And then know upgrading the team, and going deep on the deals already in process, are the top ways to move the needle ASAP.
When instead you see stalling, no one good being hired, and a lot of process talk, not enough customer visits and enough customer face time … well, I’m sorry. But you made a mis-hire. It’s not their fault, it’s yours. But you’ll need to move on.
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