SaaStr 708: The Top 10 Mistakes People Make When Hiring a VP of Sales with SaaStr CEO and Founder Jason Lemkin | The Official SaaStr Podcast: SaaS | Founders | Investors | Podwise
This podcast episode discusses common mistakes that occur during the VP of sales hiring process. It emphasizes the importance of understanding the product and highlights the need for candidates to invest time in learning the product before starting their roles. The episode also emphasizes the need for VPs of Sales to recruit and build a strong team, have hands-on experience with selling the product, and be willing to travel and meet customers in person. It addresses the challenges faced by professionals transitioning to remote work, such as decreased productivity and cynicism, and warns against hiring cynical individuals. The episode also discusses the negative impact of certain behaviors, such as excessive self-promotion and cynicism, on sales teams. It stresses the importance of having a dedicated VP of sales who is passionate about closing deals and building high-performing teams. The episode cautions against hiring based solely on the prestige of a candidate's previous employers and urges listeners to make intentional and informed hiring choices.
Takeaways
• Neglecting to understand the product is a common hiring mistake for VP of sales positions.
• Hiring candidates with knowledge of the product is crucial for their success in sales roles.
• VPs of Sales should invest time in learning the product before starting their positions.
• Building and leading an effective sales team requires ongoing recruitment efforts.
• VPs of Sales should have hands-on experience with selling the product to better understand customer pain points.
• VPs of Sales should be willing to travel and meet customers in person for face-to-face interactions.
• Remote work can lead to decreased productivity among sales professionals.
• Hiring cynical individuals can negatively affect sales team morale and performance.
• Excessive self-promotion on social media platforms like LinkedIn can detract from job focus.
• VPs of Sales should actively engage in sales activities and not delegate the role entirely to the sales team.
• Avoid hiring VPs of Sales who prioritize dashboard watching over closing deals.
• Passion for closing deals and exceeding quotas is a crucial characteristic of an effective VP of Sales.
• Avoid assigning VPs of Sales to other departments such as operations or customer success.
• Hiring based solely on the prestige of a candidate's previous employers is a common mistake.
• Focus on the candidate's knowledge of the product and their genuine desire to be a sales leader.
• Make intentional and informed hiring decisions rather than being swayed by brand recognition.
