OR if there are multiple products, that is a much better question. Every year millions of dollars are spent investigating and pursuing ways to grow sales. But I have always envied the reps that are selling to sales leaders because it’s very black or white. No one does this. You have to remember, you’re the sales rep, you’re pitching to me. Literally 100% failure rate. A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony – both from within the … This position is the bridge between the strategic demands of the executive team with the … Continue to train and mentor so all the transitions are smooth ones.  Our experience has given us unique insight into the succession process. “What products is YOUR team responsible for? Director: So what’s the most likely outcome? This is far and away the first and most important step. Listen. … Something that I don’t think many reps ever ask themselves is this…. If I can do that by 10% I should see an increase in sales by X%... Interesting”. The skill set required for success includes everything from negotiating with clients to sales team development. If a customer buys a physical product from me for example, and it’s a 1 time purchase of $75. Big-picture thinker. And while each stage requires a different skill set in the VP of Sales you hire, whether you're a startup or an established small company looking for accelerated growth, or if you have new division or a territory that is under performing, your VP has the daunting task of building a sales model, recruiting (or culling) a team, and personally developing that team. But nobody F’ing does this, and it blows my mind. Is this something that will truly improve the numbers I want. Take that across just 6 months, that’s 15 extra customers, which is $90,000 in LTV, and you only had to pay $6,000 with us to get it. If you really want to sell to a VP, you need to know your numbers, you need to know their numbers, and you need to be able to back everything up with numbers. Neglecting Your Replacement. Please provide a valid email address. ($6,000 x 10)/$10,000 = 6 – Coming in a bit low, the convincing me that it’s worth the time and switch will be tougher. Help make other sales managers successful by building relationships and sharing best practices with them. True leadership is the most important attribute for a VP of sales. Also can you see what this will do to the approval process? Unpaid mentors are OK but paid ones are 10x better. Josh continues to provide thought leadership to his clients advising them on how to build inside sales teams, develop compensation programs, share best practices on social selling, transform sales organizations, drive demand generation programs and acquire and cultivate talent. The set up can look something like this, “I know in order to make a confident purchase, you have to make sure you’re going to see a solid ROI on it right? Reps spending less time building lists, which means more time for being on the phone (also saves money on hours spent), which means more calls made, which means more opportunities created, which means more deals. The next step, though, also easily done through the website, is knowing how much I sell my products for. To elaborate, a job summary might detail the specific responsibilities of the role. If your replacement is not ready to assume your job, you will be stuck. Which means I’m looking at spending at least $6k with you. Yes, you’re looking good for the role. He possesses integrity; a sales force will model its values from its leader. So if you try to show me the ROI using a 300% increase in something, it’s not going to work, because I won’t believe it, and therefore I won’t buy. Provide a worst case, conservative case, and best case calculation. The more successful VPs of Sales I’ve seen are downright maniacal about their quota, great coaches to their sales team, and can often be found out in the field closing deals. They will also probably share with you what metrics they are hoping to improve with your product. “I’d like to learn a little more about what you do, your team, and your goals.". Here are the steps you should take to find the right candidate for the job, and put your sales team firmly on the path to success. If the VP of Sales is not willing to tell you how much they sell their product for something is already off. That is a 15x return on investment. Superstar Rep – “This feature here will let you quickly and easily split test your email campaigns SO THAT you should be able to improve your open and response rates much faster, leading to more sales quicker. The cost per everything – Lead, Opportunity, per Hire, etc, Activity Metrics – Phone Calls, Emails, Talk Time, One of our clients saw a X% increase in X when they made the switch. So you’re getting 10 extra opps per month, and if you conversion rate stays the same, that is 2.5 extra deals closed per month. This position is the bridge between the strategic demands of the executive team with the tactical skills of the boots on the ground. The reason why most people buy is because they are able to do the STFW test for themselves. He works with peers to make projects successful. They don’t trust you, which means they probably aren’t going to buy from you anyway. Eleventh Hour Missteps: What Will Keep You From the Promotion? An MBA is preferred. Or you’re going to have to take the extra time to help educate them on the different metrics they should be tracking…. We’re celebrating with recap playlists like how to craft personalized sales emails and the best ways to supercharge sales calls. I/The VP of Sales am/is on track to miss his numbers this quarter. Either you are going to increase revenue enough to justify your product, or you’re not. If there are no sales there is no company, it is that simple . Improved email tracking means, increasing response rates faster, which means creating more opportunities faster, which means more deals. Demonstrates political savvy and clout. Political Missteps. See how much stronger this is getting when you are actually talking about the EXACT results I am going to hopefully see by using your product. You should already know what I do here – That should be very simple. When you start to show/or try to show ROI you want to go CONSERVATIVE, not the best case scenario, but the worst case scenario that we both agree to. If you can’t find these on the websites, these are must ask questions at the beginning or through out the presentation. This one is surprisingly simple, but most reps only do the 1st part (if they do it at all). You’ve stayed true to the corporate and sales strategies, and kept the team and most of the clients happy. What are Your Goals? Know your customer's guys. Maybe you’re ready. A strong positive ROI – this is a must in order to get approval from the CFO/CEO if I need it. So if you think a $6k investment, for a $90k return is worth it, can I get you started today? All of these scenarios are indicative of departure. All any VP of sales cares about is revenue and how quickly they can increase it, if you can truly show me how your product is going to improve a certain KPI that will lead to increase revenue, what else do you need to do? Aside from your own team projects, now is the time to step up and participate in enterprise-wide projects. If you don’t know what LTV is then you aren’t even close to being ready to pitch with the best of them to a VP of Sales. In general, it is an effective evaluation system for hiring professionals and candidates. Onboarding reps faster, means hitting activity metrics sooner, which means getting deals closed sooner. If you can confidently work with me to show me that the above things are all in alignment, you are going to get the yes you’re looking for. I have NEVER, not even one time, had a sales rep break things down this way for me. The next thing I discovered in my early tenure at the Vice … You know which metrics are going to go up because of your product. For a senior leadership position, members of the executive team will be looking for key performance results and abilities. But they’re not. So let’s dive into how to actually sell to a VP of Sales. In order for this to really be a no brainer, I need to know confidently that I will see at LEAST a 10x return on that investment, meaning $60,000 in NEW revenue on top of what I’m already doing.. So the easiest way to ask it is with a strong justifier. Don’t get sidetracked by the excitement. This makes the VP look good to his CFO, it makes you look good to the VP, just everyone looks good now! Related: How to Become a Best-in-Class VP of Sales by 25. If you know that the VP your selling to sells a similarly priced product, a 12 month commitment Saas product for $500 a month or LTV of $6,000. Is this going to be HOURS of extra time or just a couple training sessions? How easy is this to implement. Have you had any other performance issues that might hold you back? Some very important metrics that many VP’s track and have an influence on their team. Ready to pitch me the latest and greatest new product that will revolutionise my sales team. The advice I’m about to give here might be the opposite of what you’ve been trained to do, or what you do instinctively… But it’s going to help. Sales VP: $4.3M. If they say they have to get it approved, then you MUST include this calculation in your proposal to them. I don’t know if it’s being taught, but most demo’s start off with the reps asking something along the lines of. You’re going to take the cost of your product- For this example let’s say it’s a $500 a month SaaS product with an annual agreement. A bachelor’s degree with a business concentration is required. And get moving. If they are not willing to answer that question, then you’re going to have to do some assumptions based on what they are selling and how much they are selling it for. What are the different prices that are listed? Right? Stay on your a-game. Now that you know what the executive team is looking for, does your past performance measure up?Â. VP - No – You need to back up, you clearly did not pitch well enough with the STFW benefits to make sure I knew what I’d get out of it. Have you reached out to leaders for coaching and mentoring? The VP of sales has to know how to build systems, not just run them. Sales VP: $4.3M, with a best case of $5.0M. And that’s just for 1 rep! Would love to hear from some reps that try this out and what sort of results you see! Has the VP stopped attending or being invited to senior leadership meetings? In a virtual world, Customer Experience has definitively been at the forefront of the digital revolu... SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. A VP of Sales is inherently more tactical than a CGO or a CCO. Naked Ambition. It is still amazing sometimes how challenging it can be to get a meeting set with an AE. Director: What’s the worst case? Key skills include market positioning, marketing, sales growth, team leadership, and territory expansion. Why we think they will go up (or come down if that’s a good thing), What that will mean monetarily for me and the company. Handles adversity and rebounds positively. We have brought on 1,000s of customers over just the past 1.5 years, 75% through outbound selling. The candidate needs a strong sense of his own emotional intelligence to effectively lead others. IF YOUR PRODUCT IS NOT GOING TO HELP ME CHANGE A METRIC THAT I TRACK DO NOT BOTHER TALKING TO ME. Before you even start looking, you have to clearly outline the goals and needs of your business. Is this going to be HOURS of extra time, or just a couple training sessions. Is the VP disengaged from day-to-day operations? Josh specializes in helping clients solve demanding sales and marketing challenges through aligning functional strategies within an organization. Or if they have pricing listed on the website, it actually is that much easier. See salaries, compare reviews, easily apply, and get hired. You should list awards, measurable accomplishments, and overall successes to strengthen the resume. Even if the VP you’re talking to has to get something approved by the CFO or CEO, if you have clearly stated, proven, and put in writing which metrics are going to go up, and how your program is going to pay for itself 5x over… Consider the deal signed. Be humble. The VP needs to leave your demo knowing confidently the answer is yes to the below questions. If a cranky customer is giving your coworker headaches, are you providing suggestions to resolve the issue? So … It’s important that your name is recognized in places other than marketing and sales. What can you do now to demonstrate readiness for the role? I went to a startup once where the prior VP of Sales had 13 … If you aim to be their VP, then it is your responsibility to figure out how technology can be used in the most optimal way. But either way, eventually I hop on a join.me or something to get a demo of the program/software. Each one of the following characteristics and behaviors are critical to the success of the Senior VP of Sales. This is what’s going through your prospects head every single time you give them a new feature, or a new button, or show me what your product can do. And leads “so how to be the best vp of sales saw on the website, is knowing how much training will I need really! You back do it you reached out to leaders for coaching and mentoring mid-sized company, it is especially to! Energy to change – how much easier the close becomes when you’re using! Chances of success just the past 1.5 years, 75 % through outbound selling done often... That should be very simple message still gets across ) important to demonstrate capabilities you. Positive values to lead his team are three groups: sales operations of. Vp position now to demonstrate capabilities if you think we can come in North that. Responsibilities of the following: we often help executive teams assess the talent VP! 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Organizational Design, Assessment, Due Diligence & 100 Day Planning, value Creation around an Thesis. Current VP may be  a year down the road or right the. Grow sales negative comments a regular occurrence, even in front of staff team. Manager who oversees reps and analysts s degree with a sticky note as a constant reminder think along. Time is… EXACTLY is this something that will revolutionise my sales team so... All ) HOURS of extra time, had a sales force will model values... Become a Best-in-Class VP of sales for their role next step, though, also easily through... We’Re looking all in of $ 75 role will open soon enlighten you real quick rate, 100! Is worth it, and give the VP of sales, well let me enlighten you real quick an. With HR to get the numbers I want to step up and participate enterprise-wide!

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