Most leaders know the obvious ways a VP of Sales hire goes wrong. There's a third failure mode nobody names — and the leader doing it genuinely believes they already handed it over. This one's harder to fix because it doesn't feel like a problem.

I joined Kevin Donville and Matt Long on Software Sales Simplified to talk about why fractional leadership brings clarity — and why hiring before building infrastructure is a founder's most expensive mistake.

When 14 of 30 sellers made President's Club, nobody added headcount, changed the quota, or ran more training. We changed the structure. Here's what happened — and why the science behind it matters.