A recent analysis on SaaStr highlights common pitfalls among struggling Vice Presidents of Sales, noting that many begin to blame the product or marketing teams for poor results. This trend was detailed in a September 29 post by Jason Lemkin, founder of SaaStr, who identified these behaviors as early warning signs that a sales leader may not recover their momentum.
According to SaaStr.com, one key misstep is when VPs of Sales endlessly blame the product for feature gaps or marketing for insufficient lead generation. While some criticism may be valid, Lemkin emphasized that this is often an excuse to avoid taking ownership of the sales pipeline. Another frequent error is overpromising on pipeline health, with leaders claiming the current pipeline will close in the next quarter despite lacking evidence. Additionally, struggling VPs tend to focus more on refining processes and CRM systems rather than actively engaging in closing deals.
These behaviors matter because they signal deeper leadership challenges that can stall revenue growth and damage team morale. SaaStr’s insights underscore that successful sales leaders take responsibility for results and adapt strategies to sell effectively with existing resources. The analysis aligns with broader SaaS industry observations where accountability and realistic pipeline management are critical for scaling sales operations. Companies facing these issues may need to reassess their sales leadership to avoid prolonged underperformance.
Jason Lemkin’s post on SaaStr.com was published on September 29, 2026, providing a timely perspective on sales leadership challenges in SaaS companies.