Saastr published guidance on hiring a VP of Sales, cautioning against choosing candidates universally liked by the sales team. The post highlights that if everyone on the team loves the VP of Sales candidate, it is often a sign the hire may be wrong. This insight was shared in a recent article on saastr.com.
The reasoning is that a strong VP of Sales will create change that threatens both lower and top performers. Lower performers fear being replaced, while top performers may resist changes to their comfortable routines. The best candidates identify and retain top performers but still cause anxiety due to inevitable shifts. Saastr notes that sales teams often prefer a 'nice' VP who supports them without pushing change, but this is usually not the best choice for the company.
This perspective challenges common hiring instincts where CEOs pick the candidate favored by the majority of the sales team. Saastr advises that management teams should be split in their opinion of a top VP of Sales candidate, and unanimous opposition is a stronger signal to reject than unanimous approval. The article underscores the importance of selecting a VP of Sales who drives necessary transformation rather than one who simply maintains the status quo.
The Saastr article serves as a cautionary note for startups and SaaS companies aiming to scale their sales organizations. It emphasizes that the next VP of Sales hire should be evaluated on their ability to lead change and improve performance, even if that means not being universally loved by the existing sales team.