Just about a year ago, we did a post that proved, at the time, to be somewhat controversial. That in Just 30 Days, or at least, just one full sales cycle — you’ll know if your VP Sales isn’t going to work out.
This isn’t intuitive, and is something I had to learn the hard way. Many VCs and others will give you the contrary advice. So will many VPs of Sales. Give it Time. Sales is Hard. That new VP of Sales joined with “nothing”. Be patient.
Patience is important in SaaS, no doubt. Just not here, not in this one case.
My learning, and point, was that if you have a Great VP of Sales … there’s just one thing I know:
That if you are growing X% without a Great VP of Sales, that once you hire a truly Great VP of Sales … that you should be growing faster than X% within one sales cycle. One. 1. Uno.
How much faster can vary. Maybe a lot, maybe just a smidge.
It really doesn’t matter what resources are there at the time (no leads or lots of leads; no reps or too many reps; no marketing help or too much help). That will just impact how much better, how much faster things will go.
But … faster. Period.
One Sales Cycle.