SaaStr Identifies Top Mistakes In Hiring CRO Or VP Of Sales
SaaStr lists top mistakes founders make when hiring a CRO or VP of Sales, including hiring someone who doesn't understand the product. These mistakes can set a company back a year or more.
Original reporting · saastr.com
Original: “The Top 10 Mistakes I See In The CRO / VP of Sales Hiring Process”
Read “The Top 10 Mistakes I See In The CRO / VP of Sales Hiring Process” at SaaStr →How this was written. Voyager Commercial wrote this article with a language model from SaaStr’s reporting (model: @cf/meta/llama-3.3-70b-instruct-fp8-fast); it describes that reporting rather than adding to it. The original, linked above, is the full story.
Key points from SaaStr’s report
- Hiring a CRO or VP of Sales who doesn't understand the product can be a major mistake.
- A CRO or VP of Sales should have great candidates lined up to follow them to the new role.
- Hiring someone who is cynical about startups or tech can negatively impact the team's energy and motivation.
SaaStr has compiled a list of the top 10 mistakes founders make when hiring a Chief Revenue Officer (CRO) or Vice President (VP) of Sales, according to SaaStr.
Hiring the wrong CRO or VP of Sales can have significant consequences, potentially setting a company back a year or more. SaaStr notes that hiring a CRO or VP of Sales who doesn't understand the product is a major red flag.
One key mistake is hiring a CRO or VP of Sales with no great candidates lined up to follow them, as recruiting is a significant part of the role. SaaStr suggests asking candidates who they would bring with them to the new role.
Another mistake is hiring a CRO or VP of Sales who doesn't want to sell themselves anymore, instead preferring to manage a team or build processes. SaaStr advises against hiring someone who is not willing to sell.
Hiring a CRO or VP of Sales who is reluctant to visit customers in person is also a concern, as this can be an important part of the role. SaaStr recommends asking candidates about their willingness to travel and meet with customers.
SaaStr also warns against hiring a CRO or VP of Sales who is cynical about startups, tech, or sales, as this can negatively impact the team's energy and motivation. A positive and romantic attitude towards the industry is preferred.
Hiring a CRO or VP of Sales who is overly focused on social media, particularly LinkedIn, can also be a mistake. SaaStr suggests that candidates who post multiple times a day may be more interested in being influencers than in doing the job.
Finally, SaaStr advises against hiring a CRO or VP of Sales who wants to be a Chief Operating Officer (COO) or have a broader role, as this can distract from their core responsibilities. The best VPs of Sales are focused on closing deals and driving revenue.
Questions and answers
What is the most important quality to look for in a CRO or VP of Sales?
According to SaaStr, the most important quality is a deep understanding of the product.
How can I determine if a CRO or VP of Sales candidate is a good fit for the role?
SaaStr suggests asking candidates about their experience, their approach to sales, and their willingness to sell themselves and visit customers in person.
What are some red flags to watch out for when hiring a CRO or VP of Sales?
SaaStr identifies several red flags, including a lack of understanding of the product, cynicism about startups or tech, and an overemphasis on social media.
