I use to think that every senior leader in an org got there because they were a good rep, got promoted to manager, did well as a manager, got promoted to director, did well as a director and then got promoted to VP. but over the last few years I have realized that WAY more leaders got to their roles because of other factors. everyone quit so they got promoted They knew the CEO so they hired them They have a VP titles but are still an individual contributor. (not trying to throw shade, these ppl can still be solid, its just eye opening) So for all the Directors and VPs I would love to hear your story of how you got there. Any other non VPs see this as well? Do you view a VP or director in a more negative light if they haven't held every role under them?

TennisandSales

Head Of Sales

How did you become a director/ VP......for real.

I use to think that every senior leader in an org got there because they were a good rep, got promoted to manager, did well as a manager, got promoted to director, did well as a director and then got promoted to VP.

but over the last few years I have realized that WAY more leaders got to their roles because of other factors.

everyone quit so they got promoted
They knew the CEO so they hired them
They have a VP titles but are still an individual contributor.

(not trying to throw shade, these ppl can still be solid, its just eye opening)

So for all the Directors and VPs I would love to hear your story of how you got there.

Any other non VPs see this as well? Do you view a VP or director in a more negative light if they haven't held every role under them?

📈 Closing

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SaaSam

Politicker

Account Executive

I turned down a Director promotion because I make more money than the CEO as an IC when I factor my commissions in and still don't have to be responsible for anyone else's performance.

That being said, the guy that got the director position got it because I didn't want it. Still a good dude and good at his job though. Everyone wins.

But you are right, most of the people that get those positions have something else going for them other than or instead of being top performers.

My situation isn't at all uncommon, a lot of people turn down promotions because they are killing it where they are at. I used to be motivated by the idea of holding a more prestigious title but when I started doing well for myself I found money more motivating than a title.

Great question though, I look forward to reading all of the responses.

TennisandSales

Politicker

Head Of Sales

this is a REALLY good point. I have heard from many ppl that if you take a director role or above because you want to make more money than everyone.....thats the wrong reason. and not the reality. top AEs should always be making more money than everyone IMO.

as i contemplate my future path i do think about what will give me more joy and satisfaction. it is hard to leave a role where time freedom and income are so incredible haha

SaaSam

Politicker

Account Executive

I've decided, at least with my current company, that I am at a perfect sweet spot with time and money. If I take on any additional responsibilities through a Director role I will be losing a lot of both. In order for me to take a director role my salary would have to more than double because I'm currently making much more than double with my commissions. I feel like Brenen in Step Brothers

TennisandSales

Politicker

Head Of Sales

hahaha!! nice reference.

its a really good thing to feel confident about where you are at though, thats solid.

CuriousFox

WR Officer

🦊

Also factor in titles mean different things at start ups.

GDO

Politicker

BDM

A lot of big titles in shitty little startups.

TennisandSales

Politicker

Head Of Sales

One thing i have noticed though, is that if you get a VP title or director title, even at a small start up its much easier to keep getting that title in the next org.

kinda like going from SDR to AE once you make that jump you shouldnt need to take another SDR role, same with VP. once you get it, no matter the impact you make, you can get another one haha

SaaSsy

Politicker

100%! I always get recruiters reaching out for Director level roles but then it ends up actually being an AE b/c the company is so small (and maybe you end up managing in a year or so, emphasis on maybe).

meeseeks

Old School Bravo

Sales Manager

I was a kickass rep for a few quarters before getting an opportunity to mentor a noob AE. Enjoyed it enough so thought of giving team management a shot at my next gig. I’m a sales manager now and am grateful each day for my AE experience cause it just makes me an extremely effective team manager.

I’ve rarely seen frontline managers succeed unless they were really good reps.

At the director/VP level though, it’s a different game. You’re more concerned about capacity management, hiring, quotas etc. I’d imagine you may be able to get by without substantial closing experience since the skills needed are quite different.

TennisandSales

Politicker

Head Of Sales

i like how you got a shot at management because you proved (to your self and your team) that you could do it by starting with one rep.

GDO

Politicker

BDM

I’m training 2 new reps at the moment. Hope it will be recognised by leadership as well

TennisandSales

Politicker

Head Of Sales

dont let it go unnoticed. write EVERYTHING down. how did they perform before you started managing, what is their performance once you took over. how well do they display certain skills, ect.

then make sure you bring it up to leadership.

im doing that right now, im owning the development of one SDR (not something I was thinking i was going to do when I joined) But it will be something I talk about in my next performance review for sure. that way they cant ignore the success

SaaSsy

Politicker

Your first bullet definitely resonates with me! Also, a great salesperson does not necessarily mean those skills translate into leadership - I've seen a lot of "friendship" promotions as well. Some have been good, some have been terrible and seem to forget their time being an AE/SDR.

TennisandSales

Politicker

Head Of Sales

for sure! You can never forget where you came from. And to be fair, i have seen that work out well.

i have had 2 leaders I can think of that had NO BUSINESS being at vp and C level. But, they were there and they were doing a good job and getting shit done. it was pretty impressive.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

My last sales leader did ok at selling. But he really got his job (and kept it) through nepotism. Being the nephew of a founder definitely has its advantages.

My last immediate supervisor got his promotion because he was a solid process follower, not a sales guy. I’m fact he sucked at sales. We started the same day. I blew out my quota and he barely scratched it. I didn’t get the promo cause they wanted me selling, not managing.

TennisandSales

Politicker

Head Of Sales

did you want the promotion?

Ive heard this before where the top sales person wants the promotion but the company doesn't want to loose their production.

are you still at that company?

SADNES5

Politicker

down voters are marketing spies

I networked. Showed up. Joined boards and industry associations. Got the water cooler buzz going. Honestly just put in the work and was honest about wanting to move up and ask how best to set me up for success. I checked the boxes.

TennisandSales

Politicker

Head Of Sales

GOT to check those boxes!

ChumpChange

Politicker

Channel Manager

Battle field promotion.

TennisandSales

Politicker

Head Of Sales

nice! do i get a badge or something???

ScottSaxton

Director of Sales

Got into sales at the age of 47. Had no true skills other than connecting with people and asking questions. Learned consultant style selling while also learning how to set up-front contracts, control as much of the process as possible, etc.
I built two verticals that didn’t exist and generated 47% of the total company revenue (there were 5 total sales people at the time)
Because of those verticals the company made a pivot and invested in scaling them. I was offered a VP role if I would move my family to Alabama from Florida where the corporate office is. (I had been working remote, but traveled Monday through Friday)
I accepted the role because I was answering to the President and CEO and didn’t want to answer to someone who was hired to take over what I built.
Since then, they moved me into a Director role and put another segment under my role.
I’m not a “corporate” guy by any stretch and the more we grow the more I struggle with the disconnect that often happens with corporate environments.
I’m better at selling, coaching, and relationships than I am at toting the corporate line.
But, to answer your question, I didn’t not move up the ladder as I would have done had I started out as an AE/rep who’s path was very structured to get to VP

Gasty

Notable Contributor

War Room Community Manager

Yet to ;)

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TennisandSales

How did you become a director/ VP......for real.

22 comments

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