The War Room
Advice
Post

Manager utilizing top reps to manage team

Is it common for sales managers to use top reps to manage the sales team?


I use to be alright with it, but not so much anymore since a recent new hire (that I was responsible for) filled my schedule with tons of crap meetings and tanked my pipeline. Not only this, but fools don’t listen, and I spent endless hours training this guy and he never executed on a thing I said. My manager told me it was my job to hold him accountable, which I hate doing. I don’t care whether he succeeds or not. I have a family to feed and this guy won’t even help himself.


After having a talk with my manager and regaining control over my schedule (and leaving the new hire out to dry) my numbers skyrocketed.


I explained to my manager that I don’t want to manage, I want to continue to just be a top producer for our team and help others along the way, as I can fit it in.


My manager now wants me to take on training and being responsible for another new person. I said “no”, and got an hours lecture about being required to help the new hires for the sake of culture and because it’s part of my job as a member of his team. He then went on to say that the only way he could promise me flexibility in the future is if I remain willing to help him out with the team.


I explained that I didn’t feel comfortable with this because it is to the detriment of my success… and I felt like the development was his roll.


The conversation ended in disagreement, and with him saying he wasn’t going to support having high performers on his team that aren’t willing to help others.


I make a ton of money… when I can do what I do best.


Do I shut up, or continue to press issue and fight for the right to sell and only be responsible for myself?


All feedback welcome.

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😤 Conflict Resolution
🧠 Advice
8
CoorsKing
WR Officer
+11
King of the Coors Knights
It sounds like your manager has no idea how to manage and/or coach and is using you all as human shields to prevent him from looking stupid. My old boss was that way, I agree it sucks. 

Document everything. When he tries to throw you under the bus, which he will, you have a strong case and numbers to back yourself up. In my case, I actually brought it up to our sales ops proactively because I knew my old boss was going to try and pull some shady shit to make it look like I was the one tanking the team, not his inability to manage. As it turned out, everyone knew he was incompetent but they told us later "he was so far down the list of shit we had to fix we just did our best to ignore it"
Post
Good Citizen
+2
Outside Sales Executive
Thanks! Yes, and I know it’s not just me. A couple of other top reps feel the same. We try to encourage the manager to use other reps who are interested in management so they can flex their skills. His response is that they don’t have traceable success so he can’t have them train and hold others accountable. 

It’s a weird place to be in. 

Documenting everything for sure. 
Feds_Watchin
Politicker
+6
Account Executive
Sounds like a shit manager
User1234567
Politicker
+5
User1234567
It shouldn’t be your responsibility to train them if it’s not in the job description, they need to change it or add pay but do something to compensate
Post
Good Citizen
+2
Outside Sales Executive
Definitely not in the job description. 
alecabral
Arsonist
+8
Director - Digital Sales Transformation
All signs are there. Your manager has no clue of what he’s doing. @bigmeech got it right: document everything and if things keep going that way don’t be afraid to escalate.
TheRealVladimirPutin
Opinionated
+5
AE
I'm being roped into this bullshit a bit. Happy to pay it forward, but I'm now apparently expected to have multiple recurring monthly sessions for new hire training when I'm carrying the same quota as colleagues spending 100% of their time selling.
Post
Good Citizen
+2
Outside Sales Executive
That’s what gets me too. Top reps throughout the company under other managers get left to do their thing because their managers don’t want to inhibit their success.  

I am still expected to compete with them  and do the rest.  
It makes no sense. 
TheRealVladimirPutin
Opinionated
+5
AE
I'm of two minds. I don't mind it because I'm being shoulder-tapped to help out with training in other teams and regions, which helps my profile in the company and boosts my resume. On the other hand, every hour I don't spend selling is costing me money. 
Show 1 more replies
CuriousFox
WR Officer
+11
Needer of Life Alert
Put that information into a recap email so you have it all in writing and cover your ass. There's a difference in being a team player and being a manager. He is asking you to do his job.
GDO
Politicker
+7
BDM
It’s more common than you thing. A lot of people in your position tekening that role because they aim to become a manager. On the other hand it’s your right to say no and just do your job. Then he needs to do his. 
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