![]() OK, adding in churn, you’re going to have to add another >$1m+ ARR … quickly. And you want to get to $2m in ARR in the next X months. Let’s say you hire your VP, Sales when you are at $1m in ARR. Except it doesn’t - because believe it or not, even at just $1-$2m in ARR, you’re already getting too big for VP Sales to be spending most of his time selling himself. And you want to accelerate, do better … so you want to hire a VP Sales to … sell better than you. Up until you make this hire … you the founder have likely been the acting VP Sales yourself, hopefully with 1-2 reps to help you ( ideally two ). It’s #5 I think that is the root of half of the problems hiring your VP Sales. But #5 on the list 5 most important things your VP Sales should be doing. What markets should we expand into? How do we shore up our base? Where should we spend our resources, our money? Once you’re past $20m or so in ARR, Strategy passes Tactics and goes higher on the list - once the VP Sales has a strong group of lieutenants/managers (e.g., Directors of Sales) to repeatedly execute core Tactics. In sum -> Learning and understanding how to maximize the revenue per lead. Getting feature gaps filled with Product and Engineering. Optimizing how best to work with Demand Gen and marketing. In general, making sure their 3 reports, then 10 reports, then 30 direct and indirect reports - work as effectively and efficiently as they can. Seeing opportunities ahead of the horizon. You'll know based on who wants to already come with them /85ajodCHGK You'll know if your VP of Sales is going to work out even before they start It becomes mathematically impossible without them. To hit their number, they know they need the heads. Because sales is a lead-driven but headcount- closed business. They all either have in their back pocket, and/or are constantly on the prowl for, the next 2-3 great reps. And recruiting great reps and making them successful is the #1 most important thing your VP Sales will do. Because you’re going to need a team to sell. And I’ll even give you a script to help you make the right hire.īefore we get there, though, let’s outline in order of importance The Top 5 Things a Great VP of Sales Actually Does at a SaaS Company from say $500k in ARR to $20m+ ARR: 1. Then later, in a different post, I want to describe who to hire, and how. Because I think this is 50% of the problem – founder/CEOs are looking for the wrong things out of their VP Sales. First, in this post, I want to outline what a VP of Sales in a SaaS company actually does. So I want to try to help you if you’re going through this. Because with a bad VP Sales you can lose so much momentum, and create so much internal confusion, that this one bad hire can really cripple you as you try to get from Initial Traction to Initial Scale. It’s much worse than a bad VP Marketing hire. And totally screw things up as they fail. Because in SaaS start-ups, it seems like the majority of first VP Sales fail. The thing is, it turns out the VCs are basically right. Jason ✨Be Kind✨ Lemkin □□ February 2, 2023 (Copyright 2023 Salary.Their job is to take what's working with 2 reps, or at least 1 1/2 reps … and make it work for reps 3-300." /Dg0XyGxLlG Has acquired the business acumen and leadership experience to become a top function or division head. Establishes overall direction and strategic initiatives for the given major function or line of business. The SVP of Sales manages a business unit, division, or corporate function with major organizational impact. May personally participate in or negotiate strategic or high-value sales. Builds effective sales and support teams with recruiting, mentoring, and development programs. In addition, SVP of Sales collaborates with internal stakeholders to identify market needs and innovate new products. Oversees goal-setting processes for all levels of the sales organization and uses data and technology to measure and monitor sales processes, identify issues, and enhance performance. Being a SVP of Sales creates capabilities to effectively analyze the business environment, identify and understand competitors, and retain and expand the customer base. Provides leadership to the sales organization and develops the overall sales strategy, operational plans and processes that drive revenue growth and accomplish financial objectives. The SVP of Sales establishes and implements processes, tools, and structures to support the sales organization's operations.
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