Sabrinathsaleswitch

Best way to be a better AE Manager?

Interviewing for an AE Manager role – any advice to keep advancing my skills quickly, as a former AE and SDR Manager?

I haven't had a ton of great managers to learn from. Is Pavilion, Saasy sales, Aspireship worth it? For basic playbooks and templates, etc.? Appreciate any perspective from current leaders and managers today.

🧢 Sales Management

🎯 Career Development

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oldcloser

Arsonist

💀

Have a look in the magic box

Gasty

Notable Contributor

War Room Community Manager

They're a new user, and probably won't have early access. We'd be making the access available to everyone pretty soon though.

oldcloser

Arsonist

💀

Doh! I knew that. The search bar, however, is an excellent way to find answers. It's just too broad of a question to nail in post format.

Filth

Politicker

Live Filthy or Die Clean

@SabrinathsaleswitchHere is what SalesGPT gave me (may or may not be useful & love your username):

According to some Bravado members, here are some initial thoughts on being a better AE manager:

Find inefficiencies and create better processes to fix them

Build a relationship with each AE built on trust

Teach your team to fish, coach them on the right way to do things

Remove emotions from your decision-making process and back decisions by data when possible

Collaborate with AEs and provide guidance, advice, and support

Show interest in becoming an AE, shadow AE calls, ask for feedback and work on it

Sabrinathsaleswitch

Good Citizen

Thanks! A lot of similar overlaps here on when I managed SDRs. Helpful! (glad you like my sn!)

CuriousFox

WR Officer

🦊

@1nbatopshotfan🦡🧿

AnchorPoint

Politicker

Business Coach

Mike Weinberg's book Sales Management Simplified is a fantastic start. Also: First, Break All the Rules. Read and implement.

1nbatopshotfan

Politicker

Sales

I recommend learning what drives your team. Get to know them as people so you can coach them. Remember the 3 Hs. Help, hear and handle. Discerning what they need and which H covers it goes a long way. Thanks @CuriousFox for the tag in!

saaskicker

Celebrated Contributor

Enterprise AE

Pavillion could be good for the playbooks + mentorship if you can find one worth taking the time to meet with you. You could also ask to take a course on a sales methodology (Sandler, Winning by Design) to then implement your own spin on a playbook.

Take what you learned from your not great managers and incorporate what you would have wanted to improve that. Lastly, as each rep what they like / dislike about being managed & treat each one with respect for how they work. Most AEs just want a say/to be heard + leave me alone until something is on fire.

Sabrinathsaleswitch

Good Citizen

Thanks! Yeah I've already trained on sales methodologies so probably building my own scalable version is great advice. Appreciate it.

saaskicker

Celebrated Contributor

Enterprise AE

rinse and repeat the methodologies.

saaskicker

Celebrated Contributor

Enterprise AE

and good luck!

Justatitle

Big Shot

Account Executive

For management, it's more of a trial by fire. Not sure there is an easy way to get to speed without the experience...

Maximas

Tycoon

Senior Sales Executive

Oh,so now all of using our smart little boy for answering:)
Well I guess that's my turn and I believe it just gave me some new good insights!
According to some Bravado members, here are a few initial thoughts on how to be a better AE Manager:
Focus on being respected rather than liked by your team. Deliver feedback and have it acted upon.
Teach your team to fish and spend time coaching them on the right way to do things.
Remove emotions from your decision-making process and back decisions with data when possible.
Work with other strong leaders at your company to grow your leadership skillset.
Be supportive, helpful, and available for your team in all things.
Stay on top of your team's advice and ask them what they would like to see from you.
Build relationships with each AE built on trust and encourage AEs to work in their own style while providing guidance, advice, and support.
Keep in mind that management is easy, but being an actual leader and having the respect of others takes effort. You can also look into recommended resources such as Anthony Iannarino's books and blogs or Skip Miller's "Proactive Sales Management" book.

Sabrinathsaleswitch

Good Citizen

Love this, thanks!

DataCorrupter

Politicker

Account Executive

There's something that's comically overlooked in this day: ask the people you're looking to serve.

Ask the AE's. They'll tell you.

Maybe not upfront as you're starting the role, but give it a couple months, work together, and ask for feedback when the time is right.

Actually ask them for it.

And don't get defensive or get your feelings hurt when they tell you that you have things to improve on. That's the worst thing you can do, and they'll never give you honest feedback again.

If you want to be a better manager, then know and be comfortable with the fact that you're not perfect, you have things you can improve on, and that feedback is a way to show you what you can work on.

Easy ways to get this feedback: in QBR decks, have them fill in some things that leadership or the company can improve on. Then take notes. If you have performance reviews, review them, then ask them to be prepared to give YOU one piece of feedback. Pull your most trusted AE aside and ask them what other AE's frustrations are with you (but don't ask for names, keep it confidential so everyone is protected).

Keep in mind you'll get some good and bad feedback. If you hear the same thing a few times, don't ignore it. If you someone has a bone to pick, their feedback will be petty. Ignore and dismiss it. Just don't dismiss constructive feedback just because you don't like it.

Some will say, "oh don't give that kind of power away, you're their BOSS!!!!!!" But your AEs will respect you for it and know that you're someone who is looking to improve. There are already enough sales leaders out there who think they're sales gods, the contrast will speak for itself.

All you gotta do is ask your AEs.

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Sabrinathsaleswitch

Best way to be a better AE Manager?

16 comments

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