For sales managers in SaaS sales- Do you all have Team Leads (ICs who also are team leads for other ICs on your squad)?
What do their TL roles entail and how do you best utilize them?

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Nope, we thought about it as well but it was ultimately nixed. Too much to balance with people who have crazy workloads as it is. Curious to see if other teams follow that structure and how that's going though


We’ve toyed around with this notion— and tried it a few times. But to be honest— that “player/coach” type of R&R is really challenging. Not only because selling and managing, and doing well at both, is hard. But because a lot of the skills and requirements are very different.

In certain cases I can see the appeal for an individual, but on the whole I find it’s more efficient and consistent to focus on one job

We have a “Senior” pathway that gives a bit of a boost to the individual pay wise and they’re asked to handle more complex deals and help the leadership team, etc. We also have training leads who help us with new hires, continuing learning, leading cohorts when we have big initiatives to get skilled up on etc.

That stipend is enough to motivate them while allowing a primary focus on their IC role.

As the oldest guy in our sales team with the longest tenure, I've taken the leadership role. We don't have any formal role at our company, however. Once a month (today is an example), I pull my peers together (no management allowed) and we each take the mic for about 10 minutes. During those 10 minutes, each of us discuss something that really worked for us - working with a partner, beating the competition, utilizing company (typically human) resources - and what the positive outcome was. The result is that each of us walks away with at least 1 nugget from each of these sessions. You may want to talk to the person who you think is the leader of your team about this idea and let it happen naturally.

Increase in pay, benefits and a higher title. I think these are the only significant thing given to them. So basically they will handle more complex problems and oversee other teams.

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