Hybrid Roles?

Anyone in a hybrid role?


What do we think about the success of these sales hybrid roles? Ie sales manager also being a rep, running the team they also sell with? Can it actually work to be on the management side one min and rep side the next? … asking for a friend 😬

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9
CaneWolf
Politicker
3
Call me what you want, just sign the damn contract
This got discussed eons ago but I'm too lazy to go find it. The general consensus was that the manager will always end up prioritizing their own deals, there are massive conflicts of interest at play, and it's probably bad for everyone involved.
CuriousFox
WR Officer
1
🦊
Jbeans
Opinionated
0
Director of Sales
I’m too lazy to find the search button.. lol. Thanks the note :) 
BmajoR
Arsonist
1
Account Executive
In my experience, it works to an extent but fails once you reach a certain level of growth. My company has a couple people in roles wearing multiple hats and they’re clearly maxed out and the returns are starting to diminish. Also, they can’t focus 100% on one function and I can see the negative in that firsthand.
Jbeans
Opinionated
0
Director of Sales
The hybrid role people are always swearing, sweating and have high blood pressure. Agree on lack of focus - squirrel!!! And your best laid plans get blown up on the regular!! 
Adored
Executive
0
Sales Director
I am currently living this hell.

How you approach it is largely dictated by how your comp plan is structured. 

In my case, my only target is the team's target (my OTE is paid on % against quota whilst my reps get paid on % of dealsize, which sucks for me). So it encourages me to be more of a manager as there is no additional reward for deals closed by me as an IC.

Annoyingly, I'm looking at closing two of the biggest deals in my company on my own and it'll count for fuck all.
Jbeans
Opinionated
0
Director of Sales
Ugh. That’s the worst!!!! Sorry to hear that… confessing, me too. I run the team in my division and sell. I calculated what I made off the team for the last 6 months and it literally made my eyes hurt. So little for sooooo much work. It’s two full time jobs. I need it to stop - I’m conflicted with where to spend my time out of a sense of “they deserve a full time boss” but know, and confirmed, I’d have made more focusing on myself . :( I took the job to get ahead and at that time it was supposed to gradually switch the balance of accounts off me - but then my fate (money) (lol) is in their hands. I dunno…. It’s a daily internal struggle with what to do. We crushed it for H1 but I can’t even fathom doing it again for that little ROI!!!! 
Adored
Executive
0
Sales Director
I hear ya. It sucks. I had my H1 review last week and discussed it with my boss - my focus next year will be purely on management, so at least I don’t have to live like this forever. I’ve also raised the idea of asking for a SPIFF for me because my earning potential this year sucks and he seems receptive to the idea if it means I close $$$. Could be worth asking for the same.
OldDogNewTricks
Opinionated
0
Sales guy
Been in that seat many times. It doesn't work, a gun sales rep spends less time selling... and a strong leader can only give a small portion of their best to their team, as they will earn a bigger number closing their own deals.

Unless the hybrid person has a decent level of equity in the business, so is truly incentived to lead and close themselves... then maybe it can work. For a short time. Its not sustainable long term. 
Jbeans
Opinionated
1
Director of Sales
So so true. I feel it’s run it course and we need to go back and hash out the next steps bc I’m working late to keep up with my own accounts. I’d like to have a life outside of work, but I forget what that’s like? 
alecabral
Arsonist
0
Director - Digital Sales Transformation
Well...I don't think that particular example is good. I mean, no the example in itself, but the fact that a manager double hats as a rep as well. It doesn't make sense to me. Of course there's always emergencies and if one arises I would expect my manager to step in, but I wouldn't default their role to a double hat.
dave1
Politicker
0
SDR
I've been grinding on email marketing and sales at the same time. It truly helps to understand the business and strengthens the way you prospect.
Jbeans
Opinionated
1
Director of Sales
Great point. I do feel like I have a much better perspective on both sides of the fence. I can run with the bulls and also manage the stable, if that makes any sense. Do bulls live in a stable?  I’m not good at sports analogies so this is the best I have lol. 
GDO
Politicker
0
BDM
I think hybrid is always difficult to handle. 1 of the roles always gets the upperhand. Mostly what has the biggest impact on the OTE. 
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