{ "media_type": "text", "post_content": "Those who moved from selling to managing a team - how did you evaluate if the switch was right for you and which role did you find you enjoyed more? Being asked to consider the switch & I’m a unsure.", "post_id": "603951585c7c36002a85ff91", "reply_count": 6, "vote_count": 2, "bowl_id": "5787dd60a3f35c130082b851", "bowl_name": "Sales", "feed_type": "crowd" }

Those who moved from selling to managing a team - how did you evaluate if the switch was right for you and which role did you find you enjoyed more? Being asked to consider the switch & I’m a unsure.

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I’m assuming if you are being asked to consider the switch then you have probably been very successful as an individual contributor (i.e., hit quota, made presidents club, achieved bonuses, etc). Your role managing a team will be to empower, encourage, and motivate individuals to do the same. I made the decision to accept a managerial role based on my experience mentoring. After seeing the impact that I made with mentees, I knew that if I could make everyone on my team as successful as I was as an individual contributor then I would be fulfilled (and successful myself). I had a really good experience coaching a couple of top performers on my team, and then got them to pay it forward and coach others on the team. It was really well received and created a cycle of advancement and culture of comradery. The part that is less desirable is putting people on performance improvement plans and eventually having to fire people. You will have to decide for yourself if you have the stomach for that. In my mind, I never perceived a PIP as a bad thing. I always approached it from the perspective of, we’ve done everything we could to try to get you to be successful in this role and it just isn’t the right fit. Let’s use this time to figure out what you’re good at/what you like doing and try to find another role within the company where your skills are more aligned/or fully support them to leave for another job/another company.

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Very well said!

I initially moved to a strictly managerial role, and have had several different managerial roles at different companies over the years. Being a sales manager in consulting is typically a dual role - as everyone will have the expectation to sell (consultants included). The benefits of being a manager and having tenure is that you could typically hit your individual quota from your existing clients - through extensions and next phases of work. That way you can ideally spend the majority of your time coaching and developing your team. At the end of the day, if everyone on your team makes quota but you miss by a little bit because you were supporting your team - I don’t think anyone would hold it against you. In order to be a successful sales manager, you have be ready to be truly altruistic.

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Your first 3-5 yrs will be interesting. At min.

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Thanks for all that insight and it all resonates. Did you move to a strictly managerial role or are you in a selling + manager role?

The manager + seller role is a difficult one to pull off if you're going to be leading people who were previously your peers. It's challenging also from a prioritization standpoint because a team needs your full undivided care and if even one IC thinks you're ignoring their development for you to hit your individual quota it will lead to a morale dip. This is not an ideal path for someone to get into leadership IMO.

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