sales vp or sales op mgr?

as we grow, we have a solid sales team, there needs to be a time where someone needs to manage that sales team because the C-level people just have their hands full running the co (so many aspects of running an entire software co!). However, 30 years in software I have seen companies bring in Sales VPs that really don't contribute much given their rate (% of commissions) etc. Wonder if anyone's tried a Sale Operations Mgr. This entail basically taking the proven win formula and making sure the sales team 'executes' on that - more like a project mgr would do for an engineering team?

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    • Profile picture of Amy Hrehovcik
      ( 830 POINTS )
      1 month, 2 weeks ago

      Dude, your move is Sales Enablement.

      • Profile picture of Colin Campbell
        ( 2.1k POINTS )
        1 month, 2 weeks ago

        Really? Before a VP role? Surprising to hear, and new to me. I always hear people doing what @avadapete cited: hire a vp.

    • Profile picture of Colin Campbell
      ( 2.1k POINTS )
      1 month, 2 weeks ago

      I have a feeling @sam-jacobs would have some good ideas here.

      How many reps do you have now, @avadapete, and what’s the challenge you’re solving for? Keeping them motivated and building a bigger team, giving them systems to make their work more efficient and effective, or providing them more enablement resources?

      All of the above?

      • Profile picture of Peter DAgosta
        ( 320 POINTS )
        1 month, 2 weeks ago

        Mostly it’s making sure the processes we have are followed; followuo, review, analyzed, & next steps … which we do now. We have awesome tech tools. Then issue is only as we grow there is only 1 of me so I’m looking for the right type of person to run with what we have. Right now it’s 3 account mgrs, 1 FT marketing, tho we have external content co & industry analyst as well.

    • Profile picture of Amy Volas
      ( 1.1k POINTS )
      1 month, 2 weeks ago

      @avadapete – I’m not sure it needs to be a sales ops person if you ultimately need sales leadership. The problem many companies encounter is not understanding the right kind of leader for their stage and the work required that results in hiring someone that doesn’t care to or know how to do the work required = what you described above. This is one of the most common themes when it comes to mishiring.

      Perhaps you need a sales leader and a right arm ops person, maybe you don’t, I think it’s about understanding what your business needs, why, what your marketplace is demanding, what the team needs and working through the scope of the job from there.

      A scorecard is your best friend within the hiring process as well: https://www.saleshacker.com/hiring-scorecard-sales-process/

      I hope this helps!

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