The current sales representatives will have insights about products and customers that you don’t. This will help you build trust and get acquainted with the company culture and every individual’s’ personal pain points and motivation. Don’t simply focus on learning the processes - focus on establishing personal connections. Use this time to get a feel for the department’s environment, build rapport with the team, and develop a comprehensive understanding of how the team operates.ĭo your best to meet with all of your direct reports as well as other department heads. Plus, you don’t yet know enough about the department to propose the right changes. Without internal-buy in, significant changes have a high chance of failure. From our learnings working with senior executives, here is the 30-60-90 day guide to set you up to succeed: The first 30 daysĭuring the first thirty days of your tenure, you shouldn’t try to implement major changes.
In this period, the team in which you inherit is actually determining between “organ rejection” or follow this leader into battle. The main determinant of success is in the first 90 days. For a member of the executive suite, that’s very low. The average tenure for a VP of sales is only in the 24-32 month range, with some estimates as low as 18 months.
Typically, startup VP of Sales have limited resources, unlimited responsibilities, and a singular number that executives and the board is evaluating them by. As most folks who have been in this role know, it’s one of the most demanding and stressful roles in a startup. Given the cost of hiring and compensating a VP of Sales, the decision by a startup to hire a new sales leader signals a new chapter of growth. Congratulations on your new role as VP of Sales! Once the compensation package is signed and you’ve finished celebrating, it’s time to get down to business.
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