The VP of Sales Didn’t Fail — Your Sales Process Did
A founder finally raises enough money to stop selling personally. She hires an experienced, confident VP of Sales who talks fluently about quota attainment and ramp curves. Ninety days later, revenue per lead hasn’t moved, the new reps the VP brought in are quietly struggling, and the founder starts telling the board, “we hired the wrong person.” It’s a tidy story. It’s also, in a large share of cases, the wrong diagnosis.