Match leadership experience to company stage
A leader who scaled an established enterprise organization may not be the right fit for a startup building its first repeatable sales process.
Understand the sales motion
Enterprise, transactional, channel, SaaS, professional-services and industrial sales environments can require very different leadership backgrounds.
Evaluate how revenue was actually produced
Past results should be understood in context, including market conditions, team size, brand strength, pricing, sales-cycle length and inbound versus outbound demand.
Assess team-building ability
VP Sales and CRO candidates should be evaluated on recruiting, coaching, performance management and development of frontline leadership.
Define the revenue mandate
Employers should clarify whether the leader is responsible only for sales or also revenue operations, customer success, partnerships, marketing alignment or international expansion.
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