Highlights
5 key objectives
8 position requirements
9 competencies
The VP of Sales is an experienced sales executive who can rapidly expand your sales team and drive 10x revenue growth for your business.
The right time to hire into this role is when you have a repeatable and scalable sales process in place, and other people aside from the founders are consistently achieving their sales quotas. Typically, that means your business should have 1.5M + ARR and sufficient capital to invest into scaling the sales team.
Key objectives
Key objectives describe the objectives that the new employee has to achieve to be considered successful and help create the context for basic requirements and competencies.
An effective process for hiring, onboarding, and training sales professionals is in place.
The sales team gets the coaching and support they need to consistently hit their sales quota.
A clear set of KPIs is in place for measuring the effectiveness of the sales process and is systematically used to analyze and improve sales efficiency.
Position requirements
Position requirements include the required experiences, qualifications, and skills needed to achieve the key objectives of the role.
Strategic Sales Planning
A proven record of developing and executing sales strategies that drive exponential growth. The ideal candidate should have experience in creating comprehensive sales plans with clearly defined targets, activities, and budgets, particularly in the SaaS industry.
Can you provide an example of a sales strategy you've developed that resulted in exponential growth for your organization?
Describe a time when you had to adjust your sales strategy due to changing market conditions.
Look for specifics on how they've devised and implemented a sales strategy that drove significant growth, demonstrating an understanding of the market, competition, and customer needs. They should also show adaptability in their strategic planning based on changes in market conditions.
Sales Team Development
Demonstrated success in building, training, and managing high-performing sales teams. The candidate must be adept at talent acquisition, onboarding processes, and continuous training initiatives that lead to consistent achievement of sales quotas.
Tell me about a time you had to build a sales team from scratch. How did you identify the right people, and how did you ensure they were successful?
Can you describe the onboarding and continuous training processes you've implemented in the past?
The candidate should be able to describe their process for hiring, onboarding, and training sales professionals. Look for specific techniques used for identifying talent, and clear strategies for ensuring their success.
Sales Coaching and Mentorship
Strong coaching skills to guide the sales team towards hitting their targets. They should have the ability to provide constructive feedback, support professional development, and create a high-performing sales culture.
Can you share an example of a time when one of your sales team members was struggling to hit their targets, and how you helped them?
How do you provide constructive feedback to your sales team members?
A successful candidate should be able to demonstrate a compassionate yet effective approach to coaching and mentoring. Look for stories that show how they've supported struggling team members and examples of their approach to giving feedback.
Competencies
Competencies are the knowledge, skills, and abilities required to perform a job successfully. They help to distinguish superior performance from the average.
Business Acumen
Understands the business and the competitive situation, evaluates the impact of business decisions, and is quick to take advantage of new business opportunities.
Analytical Thinking
Understands a complex and ambiguous problem by breaking it apart into smaller pieces, analyses information in a logical and methodical manner.
Strategic Thinking
Understands industry trends, develops future-oriented scenarios, articulates a compelling vision, and links strategic goals to daily work.
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