So one of the classic SaaStr pieces was that you’ll know if your new VP of Sales is going to work out … in just 30 days:
It really triggered some folks when the first version was published:
- “You can’t double sales overnight!” many would yell. I agree.
- “You need to give the VP of Sales more time with long sales cycles.” To some extent — yes. But they also can bring in deals already in the pipe … faster.
- “It’s not the VP of Sales fault if they were overpromised by the CEO”. True. But whatever you end up coming into, a great VP of Sales can at least do better. At least improve things a smidge.
And that’s the point of that classic piece, which is as true today as ever. A great VP will improve something in one sales cycle or less. And bring in at least 1-2 great resources. And tighten things up.
That alone will increase sales, leads, dev, etc. at least a bit — quickly. Within 30 days. LIke always.
They will at least begin to tilt the curve.
Now in today’s world I’ve gone either further with VPs, and really almost any IC in a senior role at a start-up: You Will Know By Thursday. Their First Thursday. You won’t yet know if they are great. But you will know if they are going to make it.
By Thursday of their first week, at an early stage start-up, you’ll know:
- Can they actually understand how the product works?
- Can they set up their own dev environment, their own Salesforce account, their own Mixmax?
- Can they do research on their own to figure out what a sales prospect would really want?
- Can they learn and listen on their own? Without training?
- Can they contribute?
- Can they raise their hand and own something?
You will know by Thursday. You won’t always know if they are a 10x employee (or VP) yet. Sometimes, you know straight off they are a 10x. Sometimes, it takes months or even longer for the 10x to emerge.
But you’ll know if they will Get Sh*t Done by Thursday. Their first Thursday.
If you don’t see it by then, it’s pretty unlikely it will come later.
