Jason Lemkin, a seasoned B2B investor and SaaS expert, outlined key differences between great and mediocre VPs of Sales in a June 2026 post on saastr.com. He emphasized that great VPs make an immediate impact in their first week by bringing 2-4 top sales executives, identifying and retaining existing top talent, and actively advancing critical deals. In contrast, mediocre VPs often take a month to show results and struggle to bring or retain talent.
Lemkin detailed that great VPs quickly move out underperformers who waste leads and immerse themselves in critical deals to accelerate sales cycles. They leverage their network to bring in strong hires and focus on high-impact activities from day one. Mediocre VPs, by contrast, lack strong networks, try to keep low performers, and focus more on processes than direct deal involvement, leading to talent attrition and slower sales progress.
This insight matters as hiring the right VP of Sales is crucial for SaaS companies aiming to scale efficiently. Lemkin, who has invested in over 30 B2B companies including seven unicorns, highlighted that the first week and month reveal a VP’s effectiveness. His observations align with broader SaaS hiring trends where leadership quality directly correlates with revenue growth and team performance.
Lemkin’s post serves as a practical guide for SaaS founders and boards to evaluate new sales leaders early. The ability to bring top talent and engage in key deals within the first week is a strong indicator of future success, according to his experience shared on saastr.com.