Published: 13 April 2023
Hiring a VP of sales (aka sales manager, sales director, head of sales, VP/director/manager of business development) is a critical hire for tech CEOs. Hire for the role to ensure your sellers go to market effectively and have the sales enablement support they need to be successful.
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The VP of sales is one of the most critical and influential hires a tech CEO makes, but often leads to wasted time and money, especially when hired from a larger more established company.
VPs of sales rarely allocate sufficient time, effort or emphasis to coaching and mentoring. Instead, they focus almost entirely on driving sales activity.
VPs of sales are often viewed and measured by only revenue generation, and fail to take into account other aspects important to the business, such as sales strategy, developing/managing the process and development of the selling team.
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