Each story is different, but there is one clear penultimate step: recruiting and managing a small team yourself. What 95 times out of 100 is a recipe for failure is jumping straight from successful individual rep to VP of sales. If you are the #1 rep at a hot startup, you will get VP of Sales offers from other up-and-coming startups. A CEO or two will want to take that risk, to hire the #1 rep at Hot Startup to be their VP of Sales. My advice is don’t take that job. Instead, you have to learn to recruit. 50% of the job of a VP of Sales is recruiting a great team. Not just managing one. A related mistake is a director of sales who inherited a team but didn’t recruit one, jumps to VP of Sales. That almost always = failure as well. Take your time, get promoted least to manager or director level and recruit 2–3 reps yourself that hit quota. If you can find a way to recruit 2–3 that can hit quota … which is hard, and a very different skill than hitting your own quota … you can recruit 20–30, or more. You then can be a very successful VP of Sales. View original question on quora The post Jason Lemkin stresses out the importance of hiring great VP of Sales (when the time is right). What is the path to become a great VP of Sales? appeared first on SaaStr.