How to Know You've Hired the Wrong VP of Sales

One of the most critical roles in B2B to fill is VP of Sales. This individual will shape your sales strategy, lead your team, and ultimately determine your company's success. But what happens when you realize you've made the wrong choice? How can you identify the early signs of a sales VP who isn't the right fit?

The importance of a strong VP of Sales

Before diving into the warning signs, let's understand why the VP of Sales role is so crucial.

This person is responsible for:

1. Developing and executing your sales strategy

2. Hiring, training, and managing your sales team

3. Ensuring consistent revenue growth

4. Collaborating with other departments to align goals

A strong VP of Sales can propel your company to new heights, while a poor fit can hinder growth and demoralize your team. That's why it's essential to recognize the signs of a mismatched hire early on.

Here are six red flags to watch out for

1. New sales haven't increased after one sales cycle: If your average sales cycle is three months and you haven't seen an uptick in closed revenue after this period, it's a red flag. Whether through improved win rates or larger deal sizes, a capable VP of Sales should be able to boost sales relatively quickly.

2. Lack of deep engagement with the pipeline: Your VP of Sales should be intimately familiar with the deals in the pipeline, especially the larger ones. If they struggle to provide details or status updates on significant opportunities, it's a sign they're not as involved as they should be.

3. Resistance to closing deals personally: While the VP of Sales is primarily a leadership role, they should still be willing to roll up their sleeves and close big, strategic accounts. If they shy away from this responsibility, particularly with enterprise-level customers, it's a cause for concern.

4. No notable hires within the first 90 days: One of the primary goals of a VP of Sales is to recruit top-tier sales talent. It may indicate a lack of hiring skills or industry connections if they haven't brought on any outstanding reps within their first three months.

5. Conflicts with other VPs: A scaling company requires cohesion among the leadership team. If your new VP of Sales consistently butts heads with other department heads, such as the VP of Marketing or VP of Product, it can hinder alignment and progress.

6. Declining team morale: Monitor the sentiment of your sales team. If you notice a dip in happiness or an increase in complaints after the new VP of Sales comes on board, it could signify a poor leadership fit.

Addressing the issue

It's crucial to act quickly if you've identified several of these warning signs.

Talk to your VP of Sales candidly about your concerns and set clear expectations for improvement.

Set a timeline for reassessment, and if the situation doesn't improve, be prepared to make a tough decision.

Remember, the longer you allow a mismatched VP of Sales to remain in their role, the more dangerous it can be to your team's performance and your company's growth. It's better to address the issue head-on than to let it fester and potentially damage your sales organization.

Ensuring future hiring success

To avoid similar missteps in the future, consider refining your hiring process for key leadership roles like VP of Sales. Some strategies to consider:

1. Clearly define the role and expectations: Write a detailed job description that outlines the responsibilities, qualifications, and performance metrics.

2. Conduct thorough interviews: Ask beyond surface-level questions and delve into the candidate's experience, leadership style, and problem-solving abilities.

3. Seek input from your team: Involve your sales team and other department heads in the interview process to gauge fit and compatibility.

4. Check references diligently: Reach out to the candidate's former colleagues and supervisors to gain insights into their work ethic, leadership skills, and ability to drive results.

By implementing a rigorous and multi-faceted hiring process, you can increase your chances of finding a VP of Sales who will excel in the role and help your company thrive.

Empowering your sales leadership

Hiring the right VP of Sales is just the beginning. To enable them to lead effectively, you must provide them with the resources and tools they need. That's where Forecastio comes in.

Our cutting-edge platform offers real-time insights into your sales pipeline, enabling your VP of Sales to identify risks, spot opportunities, and make data-driven decisions. With Forecastio, sales leadership can:

• Monitor key performance metrics and trends

• Identify and address bottlenecks in the sales process

• Forecast revenue with greater accuracy

• Create detailed sales plans with What-If scenarios

Make your VP of Sales more effective with Forecastio.

Book a demo today to see how our platform can revolutionize your sales operations.