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elo

Customer Success Manager

Fire Starter

I’ve been a CSM for 3 years now and want to transition to sales. What would be the best first role?

Hi Sales Fam!

I am currently a Sr. CSM making around 150 OTE. I want to move to another company doing sales. Don’t particularly like the product.

When I do transition to sales, what role should I be aiming for? AE SMB or mid-market?

Inside sales? Are there certain keywords I should look for? Anything I need to read to do to prep myself? 

I’m already preparing my resume. Are cover letters needed? Or is it best to get a sales job through outreach + referrals?

I would love to hear your thoughts or tips while I navigate to a new career.
🧠 Advice
🎯 Career Development
😋 Job Searching
8

18 comments

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BlueJays2591
Politicker
4
Federal Business Dev Director
You should have enough experience for a good MM role. Don't take too much of a step back. Some of these SMB roles pay less than some BDR roles.
elo
Fire Starter
1
Customer Success Manager
Thanks for sharing!

Wow, Mid market off the bat? Yeah I thought I would have to go down a level and take a paycut

Will I learn most of the skills on the job? Or what should I do to prepare myself to be in wining form?
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Which skills do you think you're lacking?
BlueJays2591
Politicker
1
Federal Business Dev Director
Mid market is still for learning full cycle sales skills but for someone that has a bit more experience and business acumen . SMB is for a person with 12-18 months of BDR experience and moving to that next level. I would read a few sales books to get your head wrapped around it a bit more (Fanatical prospecting, challenger sale, question based selling, etc), but you'll learn fairly quickly. Don't sell yourself short
elo
Fire Starter
0
Customer Success Manager
Well I haven’t prospected before but I can do demos well and training the customer to understand the product which leads to upsells. Anything in particular I should focus on?
elo
Fire Starter
0
Customer Success Manager
Thanks for sharing the books. That’s definitely a good bunch to keep in mind. I def don’t want to sell myself short and obviously would hurt more to go backwards in pay haha
Diablo
Politicker
2
Sr. AE
I have never used cover letters. Any reason why you want to get into sales? I am not sure if you can hit the same OTE considering your experience .
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Ross addressed the cover letter question pretty bluntly in his AMA yesterday. (the short answer is no, not necessary).
elo
Fire Starter
0
Customer Success Manager
That’s good to know. Thanks for sharing! Having to do cover letters over and over is so ugh… haha. Appreciate the info

Who is Ross?
elo
Fire Starter
0
Customer Success Manager
It looks like I may have to go down a bit? On Reddit some people are saying go as MM. I do upsells but obviously it isn’t full closing.

Would a particular role be better suited?
jefe
Arsonist
2
🍁
AM could be a good fit. More sales but not pure hunting - you could likely leverage some of your CSM experience.

Also cover letters are BS
elo
Fire Starter
0
Customer Success Manager
Account manager right? Their pay is similar to CSM I believe? Good to know cover letter is bs haha. Any particular reason why?
jefe
Arsonist
2
🍁
Yup.

Just so pointless and unnecessary in my opinion. Are people really reading them?
ChumpChange
Politicker
2
Channel Manager
Middle market or SMB AE would be a solid fit. Are you comfortable with the cat-and-mouse game and the pressure of being held accountable for production? I urge you to think long and hard about what elements of your current job bring you joy versus what don't. I know plenty of CSMs that stayed in that world that are incredibly successful so don't think you need to pivot to advance your career. Take some time and weigh your options. Good luck!
elo
Fire Starter
0
Customer Success Manager
Thanks for sharing. Should I be going for roles that hunt or deals that come through the pipeline? Would that be a particular role or is they something I find out during the interview?

Appreciate the advice!
ChumpChange
Politicker
2
Channel Manager
Sales usually have a blend of both unless it's a niche setup. Most modern SaaS players have the BDR -> AE/EAE setup. As far as the interview... I would focus on your weighted metrics (new revenue/rolling revenue), quota attainment amongst all current AEs, and product market fit. I recommend you broker a product demo and ask yourself if this is something I can realistically sell.
TennisandSales
Politicker
1
Head Of Sales
i think your best bet is to try and move into an AE role at your current company.

since they know you, and hopefully like you it may be the easiest way to get out of a CSM.

if you switch companies you will have a hard time with the "you havnt closed deals before" issue
WhoDey
Opinionated
0
VP of Sales
Don't get hung up on job title...every company is different. An SMB rep at company A may be a more lucrative position than a MM rep at company B. Look for a role that aligns with your skillset and comp goals.

Regarding cover letters...yuck. As a hiring manager, I hate them. And, yes, referrals are the #1 way to get introduced to a company and the hiring manager.

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