Revenue Builders
Moving Into Sales Leadership Roles
May 9, 2024
Guests Tammy Sexton, Carl Cross, and Terry Trip share insights on transitioning into sales leadership roles. Topics include moving from rep to first-line manager, evolving into second-line leadership, and stepping into the CRO role at a startup. They discuss the importance of coaching, strategic thinking, and building relationships within the team for success in sales leadership positions.
22:21
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Quick takeaways
- New sales managers should focus on coaching rather than imposing their sales style on the team.
- Effective second line leaders empower first line managers to recruit, analyze reps, and align sales strategies with business goals.
Deep dives
Transitioning to First Line Manager with Tammy Sexton
In this segment, Tammy Sexton discusses the shift from account executive to first line manager. She emphasizes the common mistake of new managers playing the 'super rep' role, trying to make everyone sell like them. Tammy highlights the importance of coaching over directing, guiding managers to avoid overstepping and empowering their team members. By asking questions and fostering self-reflection, new managers can achieve lasting behavioral changes and effective leadership development.
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