The Sales Leader’s Hats

Outbound sales is a tough job that’s only getting harder. Gong reports the average Sales VP tenure has dropped from 26 to 19 months. One likely cause is that fewer sellers are hitting quota. According to CSO Insights, the percent of sellers that hit quota has shrunk to 53%.

Your star sellers can’t cover such a big miss. That means you need to scale performance across the team. But how? One way is to think about the various functions of your job. VPs of Sales need to wear three main hats: Leader, coach and manager. Let’s unpack some tools under each role.

Leader

The Sales VP gets a number but must figure out how to get there. That means sizing the team, setting KPIs, shaping the value proposition and playbook collaboration.