--- title: 8 Competencies a VP of Sales Needs to Succeed description: What competencies does a VP of Sales need to successfully lead a sales force to accelerated growth? --- Login [![Book Launch Updates](https://no-cache.hubspot.com/cta/default/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad.png)](https://cta-redirect.hubspot.com/cta/redirect/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad) [![Unbound-Growth -01-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth%20-01-1.png?width=238&name=Unbound-Growth%20-01-1.png "Unbound-Growth -01-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) [![Unbound-Growth-white-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth-white-1.png?width=151&name=Unbound-Growth-white-1.png "Unbound-Growth-white-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) - [About](https://www.unboundgrowth.com/en-us/about-unbound-growth) - [#NOTABOUTME](https://www.unboundgrowth.com/notaboutme) - [Privacy Policy](https://www.unboundgrowth.com/privacy-policy) - [Services](https://www.unboundgrowth.com/services) - [For Entrepreneurs](https://www.unboundgrowth.com/sales-coaching-training-for-entrepreneurs-business-owners) - [For Sales Professionals](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-professionals) - [For Sales Teams](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-teams) - [Event Speaking](https://www.unboundgrowth.com/event-speaking) - [Process](https://www.unboundgrowth.com/roadmaps) - [Results](https://www.unboundgrowth.com/sales-coaching-results-testimonials) - [Resources](https://www.unboundgrowth.com/resources) - [For Executives](https://www.unboundgrowth.com/sales-performance-calculators-for-executives) - [Podcasts](https://www.unboundgrowth.com/en-us/podcast-recordings) - [The Unbound Library](https://www.unboundgrowth.com/the-unbound-growth-library) - Events - [Upcoming Events](https://www.unboundgrowth.com/upcoming-events) - [On-Demand Events](https://www.unboundgrowth.com/on-demand-events) - [Blog](https://www.unboundgrowth.com/blog) - [Contact](https://www.unboundgrowth.com/contact) ![Blog Cover Image 1](https://www.unboundgrowth.com/hubfs/Blog%20Cover%20Image%201.png "Blog Cover Image 1") # Unbound Growth Blog # 8 Competencies a VP of Sales Needs to Succeed Posted by [Carole Mahoney](https://www.unboundgrowth.com/blog/author/carole-mahoney) on 6/28/17 2:28 PM - [Tweet](https://twitter.com/share) Lately several VPs of Sales have approached me or been referred to me. Some want help understanding what is happening with their sales force. Others are new to the role and “need to make sure this goes right” to prove they can do it. Others are concerned that they might “short change the team with gaps” in their skill set. All these conversations made me wonder, how are CEOs determining who to hire as their VP of Sales? This is arguably the most important position in your company if you are looking grow revenue. The right person leads your organization down the path of record breaking growth that investors and stockholders look for. The wrong person results in a culture of under performance, excuses, and churn (both in salespeople and customers). Before we get to what to look for in a VP of Sales, we first have to answer the seemingly simple and obvious question of where you are now and where you want to get to. Steve Martin describes the[different stages of a sales organization in this HBR article.](https://hbr.org/2010/09/how-to-hire-a-vp-of-sales)Are you a startup adding product lines, establishing a brand and market presence, hiring sales people as fast as you can? Are you getting competition pressure and need to differentiate yourself? Or perhaps you’ve won the battle and need to maintain your position and standing. Maybe you have been around for a while and are seeing increasingly diminished returns and need to clean house a bit... And while each stage requires a different skill set in the VP of Sales you hire, whether you're a startup or an established small company looking for accelerated growth, or if you have new division or a territory that is under performing, your VP has the daunting task of building a sales model, recruiting (or culling) a team, and personally developing that team. What 8 competencies are necessary for a VP of Sales to do that? What questions should be answered to determine these competencies? The VP who has mastered every one of these competencies doesn’t exist. Remember that your sales organization is a reflection of your company’s culture. Does your culture allow for learning and development at every level? Is it okay not to have the answers and do you support In addition to these competencies, a VP of Sales also needs to be the example to their team. Have they mastered [the fundamentals of sales?](https://www.unboundgrowth.com/blog/what-are-the-fundamentals-of-sales) ### Are you setting your new VP of Sales up to fail? Are you a founder or CEO wondering if your VP has these fundamentals and competencies? Are they going about this the best way possible? I hate to break it to you, but the VP who has mastered every one of these competencies and fundamentals doesn’t exist. Your sales organization is a mirror to your company’s culture. Does your culture allow for learning and development at every level? Is it okay not to have the answers and do you support the seeking of those answers? It’s not a question of if there are important skills that your VP haven’t developed or mastered yet- it’s a questions of which ones and if they want to master them. Are you worried that there are weaknesses preventing them from being as effective as them could be? Maybe, like the VPs we talk to, they are too but are afraid to admit they need help because it might look like they don’t know what to do and that is unacceptable. It typically takes a new manager or VP six months to 'understand the sales force’. A lot can happen in 6 months. And it puts the analysis and plan on the shoulders of one person, [which isn’t realistic, scientific, or repeatable.](https://www.unboundgrowth.com/blog/the-science-of-sales-development-part-2) What if you could use an objective evaluation of the sales force that saves months of figuring it out? What if you could give your VP of Sales instant insight into the capabilities of their sales force? How would that impact their ability to [design a targeted and ***predictable*** development program](https://www.unboundgrowth.com/blog/how-do-you-measure-the-impact-of-sales-coaching)?  Topics: [sales development](https://www.unboundgrowth.com/blog/topic/sales-development), [sales leadership](https://www.unboundgrowth.com/blog/topic/sales-leadership) ### Subscribe To This Blog #### **Subscribe To Our Newsletter** Subscribe to our monthly newsletter to get a summary of our recent blog posts, upcoming events & more! 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