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10/10 GTM
[Masterclass] How to Manage Up as a Sales Leader, with Atrium, GTM Buddy, & Finix
Sep 7, 2022
In this masterclass, Pete Kazanjy, a SaaS GTM expert and founder of Modern Sales Pros, joins Adam Boushie and Belal Batrawy to discuss managing up as a sales leader. They highlight the importance of effective communication, aligning expectations with executives, and being proactive about challenges. Emotional intelligence becomes crucial for navigating tricky dynamics with superiors. The panel also stresses the need for transparency and strategic self-advocacy to enhance engagement and career advancement in sales leadership.
38:32
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Quick takeaways
- Managing up requires proactive communication and transparency, ensuring sales leaders keep executives informed about team successes and challenges.
- Transitioning to a management position necessitates demonstrating leadership qualities through active contributions and understanding organizational goals.
Deep dives
The Importance of Managing Up
Managing up is crucial for sales leaders as it encompasses the effective distribution of information within an organization. It involves establishing alignment between team members and executives, ensuring that expectations and quotas are communicated clearly. By proactively sharing insights, particularly about any negative surprises, sales reps can keep their leaders informed, enabling better decision-making. This practice not only aids in maintaining transparency within teams but also helps foster a culture of trust and accountability.
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