Hey there, sales rockstar and future sales leader! Today we’re diving deep into your journey from being an individual contributor on the frontlines to calling the shots in the C-suite. Buckle up, because this ride’s got more twists and turns than Lombard Steet in San Francisco!
Stage 1: Disbelief and Impostor Syndrome – Welcome to the Big Leagues
So, you’ve just been promoted to sales manager. Congratulations! Now, cue the panic attack. That voice in your head screaming, “Ok, now what? I hope I don’t blow it.” That’s normal, folks. We’ve all been there.
Tactical Tip: Write down your wins. Every. Single. Day. When that impostor syndrome creeps in, whip out that list and remind yourself why you’re sitting in that chair.
Strategic Move: Find a mentor who’s been in your shoes. They’ve blazed this trail already and can help you avoid falling off a cliff or drowning in quicksand.
Stage 2: Transactional Activities – The Doer’s Dilemma
You’re a doer and a superstar. And you definitely want to prove yourself to your team. So naturally, your instinct is to jump in and get things done. After all, the day to day tasks of sales people are often a group of smaller transactional tasks within the sales process. And it’s natural for this to be your first instinct.
And by all means stay on the front lines, work deals, close deals, and keep cold-calling yourself.
Pump the brakes, hotshot. Your job isn’t to do; it’s to lead. And there are lots of ways to accomplish both items.
Tactical Tip: Set specific times for “manager tasks” like one-on-ones, strategy sessions, and pipeline reviews. Stick to them like they’re million-dollar deals.
Strategic Move: Create systems that allow your team to thrive without your constant intervention. You’re building a scalable, repeatable process and revenue machine, not just hitting a number.
Stage 3: Self-Actualization – From GSD to Get Strategy Done
Remember when “GSD” meant “Get Shit Done”? Well, welcome to the big leagues where it now means “Get Strategy Done.” Your value isn’t in your individual output anymore; it’s in your vision and direction.
Tactical Tip: Block out time each week for strategic thinking. No emails, no calls, just you and your big ideas. Remember that to do list where you never cross off the big strategy items? That’s a great place to start. Still not sure, think about what needs to be done for next quarter, next year. Go big or go home and stay on the porch.
Strategic Move: Start building relationships with other department heads. Ask them one simple question. “What’s one thing you’d like the sales team to know about your role and your team?” Sales doesn’t exist in a vacuum and neither do you.
Stage 4: Self-Development and Selfless Leadership – It’s Not About You Anymore
Here’s where the rubber meets the road. Your success is now measured by the success of others. This can be both thrilling and daunting, if not down right mind-blowing, right?
Tactical Tip: Invest in leadership training. Whether it’s books, courses, or workshops, feed that brain of yours with leadership nutrients. It’s 2024, you can now ask an AI tool like Claude what are some things someone just like you based on your years of experience might want to focus on to grow your leadership and management skills.
Strategic Move: Create a culture of continuous learning in your team. When you grow, they grow. Share this with them. And remember, when they grow, you grow, and the whole damn company grows.
Stage 5: Internal Strategic Partnerships – Playing Nice with Others
Remember when Marketing was just “those folks who make the pretty brochures who sat around trying to figure out the right shade of taupe for the website”? Well, now they’re your new best friends. Same goes for Product, Finance, and every other department. As you look to move beyond sales management into an executive role, understanding how your other departments are actually on your team is critical to your success.
Tactical Tip: Just like with your sales team, schedule regular 1:1s with other leaders or cross-functional meetings. And no, happy hour doesn’t count (but it doesn’t hurt either).
Strategic Move: Be curious about them and their goals, challenges, struggles and desires. Then see if there is a way you can support them. Remember, you are selling them just like you are your prospects and customers. So make the conversation about them, not you. And yes, you can still share and align your sales goals with the overall company objectives. Show the big bosses you’re thinking beyond your own P&L.
Stage 6: People Development – Cultivating Your Garden of Talent
Your job now? Gardener-in-chief. You’re planting seeds, nurturing saplings, and sometimes, pruning the dead wood.
Tactical Tip: Implement a structured coaching program. Don’t just wing it; have a plan for developing each team member. Train the team, coach the rep.
Strategic Move: Create a talent pipeline. Always be on the lookout for the next generation of leaders, both inside and outside your organization. One of the greatest things a sales leader can point to about their success aside from just hitting the number is to also be able to point to how many people who were promoted after being under your tutelage.
Stage 7: Forecasting – Your Crystal Ball Better Be Crystal Clear
As you climb the ladder, your ability to predict the future becomes more crucial than your ability to influence the present. Scary? You bet. Essential? Absolutely.
Tactical Tip: Dive deep into your CRM data. Know your numbers better than you know your spouse’s birthday or your anniversary (but don’t forget that either).
Strategic Move: Develop multiple forecasting models. The more angles you can view the future from, the less likely you are to be blindsided. This is a critical place where spending time with your CFO or your ops leaders to learn is very helpful. It also aligns heavily with Step 5.
The Executive Leap: Where the Air is Thin and the Stakes are High
Congrats, you’ve made it to the C-suite! Now the real fun begins. You’re not just a sales leader; you’re a business leader who happens to specialize in revenue management in addition to people management.
Tactical Tip: Never lose touch with the frontlines. Schedule regular field rides or call reviews. Stay connected to the pulse of your organization. Create a committee of front line people that you have conversations with while their boss is not in the room. This is not to get anyone in trouble, it is to make sure you know what is really happening day in and day out. It will also create a tremendous level of loyalty from those you choose.
Strategic Move: Become a thought leader in your industry. Speak at conferences, write articles, be the face of sales leadership for your company. And, yes, most definitely post on LinkedIn.
Wrapping It Up: The Never-Ending Journey
Listen up, folks. This journey from sales rep to sales executive isn’t a straight line. It’s more like a roller coaster designed by a madman. There will be ups, downs, loopty-loops, and moments where you’re pretty sure you’re gonna hurl.
But here’s the kicker: it’s worth every damn second.
Remember, at each stage:
- Embrace the discomfort. If you’re comfortable, you’re not growing.
- Keep learning. The moment you think you know it all is the moment you become obsolete.
- Build your network. Your relationships are your lifeline.
- Stay humble. No matter how high you climb, never forget where you came from.
- Have fun. If you’re not enjoying the ride, what’s the point?
So there you have it, the Richard Harris guide to evolving from a quota-crushing sales rep to a visionary sales executive. It’s not for the faint of heart, but then again, neither is sales.
Now get out there and lead like the badass I know you are. The sales world is waiting for you to make your mark.
This is Richard Harris, signing off. Remember, in sales leadership, as in life: Stay hungry, stay humble, and always be closing… on your personal growth.
