Dear SaaStr: How Can I Become a Better VP of Sales?

Jason Lemkin, writing on SaaStr, argues that most VPs of Sales fail not because they lack selling ability, but because they misunderstand what the job actually requires. The role has two core functions: recruiting and coaching the team, and staying actively involved in closing deals. Lemkin emphasizes VPs should spend at least thirty percent of their calendar on talent development, maintain strong pipeline discipline, and stay grounded in real customer interactions. The VPs who scale are those who remain accountable for hitting the number quarter after quarter, rather than perfecting processes before the business is ready for them.

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