Do.it.for.the.checks

Account Executive

Got Promoted... Now what?

Hi Savages,

I was recently promoted to Team Lead (MidMarket AEs) with the goal of exploring whether I want to make a leap into actual sales management or attempt to continual as an individual contributor to something like an Enterprise role.

However, I'm not sure where to start. My manager told me that we need to start working on a working document around what my objectives should be over the next 6 months, how to balance my time, how to build a strong case for the next promotion, etc.

My question is does anyone have a good template for this? Or any advice on things to consider?

🥎 Training

🧢 Sales Management

📳 SaaS

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

First off, congrats! Now, questions you should have for yourself would be:

What are my new responsibilities?
How can I effectively master my new role as fast as possible?
What resources will I need?
Who will be the best person to learn from or continue to learn from?
Is there any change to your routine or flow of things?
What is your next goal?
What are you looking to accomplish in this new role?
Why did you want this role/promotion to begin with?

Once you are able to answer these questions, print out a few weekly calendars to start mapping out your time in 30 minute increments, this will show you where your gaps are and how you can better utilize your time to add in or replace tasks from the new role.

As far as templates, there are a ton of results on Google for simple time-management.

SADNESSLieutenant

Politicker

Officer of ♥️

second this

CuriousFox

WR Officer

🦊

Congratulations! Have you thought about what you truly want to do? Do you really want to be in management or do you prefer the IC role?

saaskicker

Celebrated Contributor

Enterprise AE

Every time you help someone with a deal (crafting an email, demo, prep for disco, brainstorm, legit anything) write it down and how much the deal value is worth. Track to see how much closed business you help “influence” or “coach”.

SADNESSLieutenant

Politicker

Officer of ♥️

is there anyone else who has been in that position before? Our team lead is tracked on how well the team does, as well as their own quota, I think their quota is 60 percent of what the IC's are and the rest is if the team hits quota

thedue

Valued Contributor

VP of Sales

I would go old-testament, and his up Michael Watkins and his 90days framework.
You could skip the book, and get some ideas and templates from here --> https://www.youtube.com/watch?v=aLu3NazBbLw

The idea of a 90day plan is rooted in a long and tested history from these academics. Here is a summary and traps to avoid.

Be yourself... Sticking with what you know. You fail to embrace new concepts. You assume that what made you successful in your previous role will make you successful in your new role. Sometimes the strengths that are assets in one role can become liabilities in a new one. For example, extraordinary attention to detail as an individual contributor can turn into overcontrolling micromanagement when you become a manager. Spend time observing and listening, don't fall prey to the “action imperative.” You try to take action too early without the necessary context. Don't sign up for too much/save the world stuff....Setting unrealistic expectations. You don't establish clear, achievable objectives. Attempting to do too much. You don't focus enough to progress key initiatives. Coming in with “the” answer. You make poor assumptions and reach poor conclusions about problems and solutions. Engaging in the wrong type of learning. You don't take time to learn the culture and politics of your new role. Neglecting horizontal relationships. You fail to build supportive alliances with key stakeholders who fall outside of your vertical reporting structure.

MR.StretchISR

Politicker

ISR

Mr.Floaty

Politicker

BDR

That being said, I absolutely plant seeds leading up to a tailored pitch / demo within the discovery call and will familiarize the prospect with my company and product but in very broad terms so that I can confirm at least some basic alignment.

Cyberjarre

Politicker

BDR

Never, how can you know what to pitch if you don't what they need.

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Do.it.for.the.checks

Got Promoted... Now what?

9 comments

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