So recently I’ve watched a number of new VPs of Gross sales crash and burn after they begin. Is it their fault? The CEO’s? The VCs? It actually doesn’t matter ultimately.
One factor I do know is a number of errors are avoidable.
You’re going to presumably chortle at a couple of, however listed here are the Prime 10 Errors I’ve Seen New VPs of Gross sales Make The First Week on the Job. Those I’ve seen lately:
#1. Not Realizing the Product Chilly Earlier than They Begin
Many founders received’t push right here. They’ll be charmed by a VP of Gross sales speaking about course of (plenty of course of discuss), group constructing, and speaking about how they’ll stage issues up. However so many VPs of Gross sales begin far, far behind the eight ball after they suppose they will study the product on the fly.
#2. Not Beginning … Earlier than They Begin
VPs — begin the week earlier than you begin. Get occurring electronic mail, on Slack. Take heed to extra calls. Quietly be added to cc lists. Watch recordings of group calls. You don’t should actually be on Zooms earlier than you begin. However on Day 1, don’t be spending all of your time setting your G Suite and determining the tech stack. One of the best begin earlier than they begin. I lately watched a VP of Gross sales present up at 10am their first day, having not even logged into electronic mail first. No likelihood.
#3. Insisting It Be Finished Their Means
It is a powerful one. In fact, as a gross sales chief, you could have your manner of promoting, a manner of managing, a set of methods and processes you have been taught and got here up in. And the startup you’re becoming a member of virtually actually has completely different ones. Means too usually I hear a model new VP of Gross sales say one thing like, “We’re not doing it this manner anymore.” Usually on Day 1. Look it’s OK to suppose that, and it’s OK to quickly stage up the group. However first discover what’s good in what’s working. In case you’re becoming a member of one thing that’s already rising shortly, sluggish it down and study what’s working first. Earlier than you modify something.
#4. Having No One Lined As much as Be part of Them
That is an OG SaaStr submit, level and theme, however as true at the moment as ever. There’s virtually no likelihood to hit the bottom working as a brand new VP of Gross sales if you happen to don’t have a couple of reps you belief and know are robust set to affix you shortly. Not all the time on Day 1, however shortly.
#5. Not Asking Sufficient Good Questions. And Not Being Curious Sufficient
Means too many VP of Gross sales candidates lately attempt to (1) flip each interview round to interviewing the founders again and (2) speaking all about course of. I see so many candidates principally run this playbook when interviewing with CEOs and board members: “So, inform me extra concerning the firm.” Lazy. After which deliver out a Powerpoint deck they’ve used earlier than on how they scale hiring. From 8 reps to 16 to 64, territories, and so forth. The method slides are all the time superior wanting and sound like what you want. Nevertheless it’s not remotely what you want. You want an awesome hands-on exec with a curious thoughts. That actually desires to study why and the way clients purchase, and has already finished a number of homework within the house.
#6. Not Beginning Outbound on Week 1. Or at Least Some Outreach
Okay some could disagree with me partially, however the most effective VPs of Gross sales do some outbound their first week. Perhaps not a structured program, however a minimum of they begin reaching out to some of us of their community. Some of us within the business, and so forth. They begin to attain out to some potential prospects that aren’t already within the pipeline.
#7. Not Being Capable of Demo the Product Themselves
You gotta get there in Week 1. Week 1. Otherwise you most likely by no means will. There’s nothing fallacious with having gross sales engineers, answer architects, and all that in some gross sales motions. But when the VP of Gross sales by no means learns to demo the product for actual in Week 1, they virtually by no means do. How do you educate if you happen to can’t do it your self? These VPs of Gross sales once more find yourself being all about course of. However they not often could be allies of the shopper. As a result of they don’t know. It additionally proves you may meet the primary standards / level above.
#8. Not Understanding the Present GTM Motions
I see a number of VPs of Gross sales that for instance have solely bought direct not perceive a promoting movement that additionally has an enormous partnership or channel part. 40%-50% of Shopify, HubSpot, and so forth. income comes from businesses and companions. So many VPs of Gross sales don’t actually perceive how this all works earlier than they begin.
#9. Desirous to Go Extra Enterprise Instantly
There’s no query for many SaaS corporations, going extra upmarket is one thing you’ll finally do. It’s an enormous theme for the general public SaaS corporations at the moment, even of us which have traditionally targeted on SMBs like Monday and HubSpot and Asana. Nevertheless it’s not all the time the fitting concept on Week 1. If 90% of the income is from SMBs, possibly study that movement first.
#10. Not Actually Understanding the Ecosystem You Play In
A variant of the prior level. However you’ve acquired to go deep on the ecosystem to win in lots of circumstances. In case you’re a Zendesk accomplice, you have to be there on Week 1. Not … studying how Zendesk actually works round Day 100. Once more, manner too many VPs of Gross sales suppose they will wing it.
Look it’s a troublesome job :). There’s a lot to study, so shortly. If nothing else, study as a lot as you may earlier than you begin. Too many wait till they begin to begin studying. And that’s usually on the fringe of too late.
Belief me.
And a bit extra right here:
