The initial two weeks for a successful VP of Sales in a B2B company should concentrate on understanding the business, team, and customers.
Priorities to focus on include:
1. **Learn the Product Thoroughly:** They should be capable of demoing the product by Week 1’s end. Understanding the sales process is crucial, and this is a non-negotiable aspect of their role.
2. **Comprehend the Go-to-Market Strategy:** Dive into the existing GTM strategy, whether it is direct sales, channel-driven, or a mix. Understanding revenue generation is essential.
3. **Meet the Team and Evaluate Talent:** Meet the team in person, identify top performers and underperformers, and focus on retaining top talent.
4. **Engage with Customers:** Talk to as many customers as possible in the first week to grasp the value proposition and market dynamics.
5. **Recruit Top Talent:** Start building the team by recruiting within the first 30 days, ideally even before starting.
6. **Analyze the Pipeline and Metrics:** Examine the pipeline, lead flow, and conversion rates while participating in top deals.
7. **Establish Credibility and Trust:** Be hands-on, visible, accessible, and decisive, carrying a bag and closing deals to build trust.
Lack of focus on these elements within the first two weeks may indicate that the VP of Sales / CRO is not the right fit. It’s crucial to make an immediate impact by concentrating on core fundamentals.