A popular startup belief says your VP of Sales should “carry a bag” and close deals when they start.

The logic sounds reasonable: if they can’t sell, how can they lead a sales team? But that idea misunderstands what a real VP of Sales is actually hired to do.

In this episode, Ray breaks down why asking a VP to carry a quota creates a direct conflict of incentives, attracts the wrong candidates, and is usually a sign the company isn’t actually ready for a VP of Sales yet.

If you're a founder or CEO thinking about hiring your first VP of Sales, this episode will help you avoid a costly mistake and understand what problem you actually need to solve first.

What You’ll Learn in This Episode

• Why legitimate VP of Sales candidates won’t accept roles that require them to carry a quota

• The incentive conflict that happens when a VP is asked to sell while building a team

• How needing a quota-carrying VP is usually a signal your company isn’t ready for one yet

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Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

About Ray:

→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.

→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

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