Mr.Pickles

Sr. Customer Success Manager

Should Sales Managers be Responsible for Their Own Quota?

I've always been a massive fan of the "lead from the front' leadership mindset. That has been particularly important to me as my career has been spent launching and reviving campaigns, starting new accounts, and penetrating new markets with my knowledge in strategic management.

If I am going to expect my team to do it, I want to make sure I can do it and show them I'm not above digging in. Here's where it becomes nuanced, once a sales manager adds in 2nd line responsibility, maintaining a quota in addition to that swings the pendulum from value-add to value reduction.

If you're a manager carrying your own quota you also need to be CRYSTAL CLEAR about territory allocation. A lead from the front manager could easily look like a Mr. Steal Yo Deals manager if not executed with transparency and clear expectations.

When have you seen this work? When have seen this fail miserably? Would you take a sales management job if you had to carry your own quota - why or why not?

Should sales managers be responsible for their own quota?

Attached poll

Yes, Lead from the Front. Nope, Managers only Manage. Depends, Comments below.

*Voting in this poll no longer yields commission.

👑 Sales Strategy

💰 Compensation

31

68 comments

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CoorsKing

WR Officer

18

Retired King of the Coors Knights

No. That’s a quick way to burn out your management and piss off their direct reports. Managers should be entirely focused on enabling their reports to be successful, and any distractions take away from that. Sales managers do already have a quota… it is normally the sum of the direct reports plus a hedge. If a rep is struggling good managers do absolutely step in and help in the cycles while working to help the rep improve.

Not sure why anyone would want to do two jobs worth of work at the same time while only getting paid for one.

NoSuperhero

Politicker

5

BDR LEAD

I agree somewhat with that. Managers have these responsibilities:

Coaching
Leadership and Motivation
Mentoring
Accountability and Administration
Hiring and Training (not always)

Taking ownership of how his agents are performing is part of all that, this includes the quota. I'm not saying that SDRs or AEs shouldn't take full ownership of what they can do to make sure their manager hits his goals and surpasses them month in and month out. In fact, part of the SDR's responsibility is to make sure their manager is hitting his quota AND his qualitative goals. They have to know, or should know what these are to make everyone's rid a hell lot better.

So with that said, ownership start from the top. And if everyone does their job and surpasses their goals, it would turn into a warmachine.

JC10X

Politicker

2

Senior Sales Manager

You couldn't have said it best!

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

Perfect.

Boutdamtime

Politicker

2

Client Executive

Amen. Sales managers have two jobs: coaching and enablement.

funcoupons

WR Officer

13

👑

Hard no from me. Sales managers are there to manage and support their sales team. That's a full time role. There's no one person out there who can excel at both management and sales responsibilities at the same time.

Leading from the front is important, but to me it means having sales managers coming from a sales background - someone who's been in the trenches and understands the sales life and challenges it brings is going to be a more powerful leader than someone who's never been in an IC role. It also means leading by example, and not asking anyone on your team to do anything you wouldn't be comfortable doing yourself.

Mr.Pickles

Arsonist

5

Sr. Customer Success Manager

That by far reflects how I feel - thank you for the comment.

NoSuperhero

Politicker

4

BDR LEAD

Where would ownership for the salesrep's success come in?

Before or after hitting quota?

Kinonez

Celebrated Contributor

8

War Room Enthusiast

Haven’t made it that far, I might be too optimistic but I’d like to lead with example. That being said, if there is too much on the manager's plate, it’s hard to keep up with everything.

There is nothing worse than a burnout manager, who won’t be able to provide the right guidance to the rest of the team.

UrAssIsSaaS

Arsonist

4

SaaS Eater

You can lead by example in a lot of ways beyond carrying a quota. I join may calls with my AE's and can sell in that scenario, show them the proper way to go about things, and gain buy in by doing so. All without carrying a quota or stealing deals from my team.

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

Absolutely right.

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

the burnout is real when you're juggling to many balls at the same time

Kinonez

Celebrated Contributor

3

War Room Enthusiast

Oh yeah, if you have way to much on your plate it’s impossible to give all your attention to everything, you will slack on one or even all tasks. It’s better to have a few things to focus on and doing them great than leaving everything unattended.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

that's juggling too many balls at a time

alecabral

Arsonist

6

Director - Digital Sales Transformation

Not sure I understand the approach. As a sales manager, my team's quota was mine and that's all the quota I needed. That didn't stop me from working out deals with them, it encouraged it, allowing me to actually step in when they needed me and tbh, I think I served them better that way.

Mr.Pickles

Arsonist

5

Sr. Customer Success Manager

wonderful - I'm more into developing ppl

alecabral

Arsonist

3

Director - Digital Sales Transformation

That means you're headed the right way as a leader!

Mr.Pickles

Arsonist

5

Sr. Customer Success Manager

I don't see myself as a manager, more like an enabler

NoSuperhero

Politicker

6

BDR LEAD

I mean, leadership equals ownership, Jocko says loud and clear!

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

gotcha

UrAssIsSaaS

Arsonist

4

SaaS Eater

Being an outstanding manager and and outstanding IC take two entirely different skillsets. Should a manager be well versed in how to close? Absolutely. Should that be their full focus on top of running their team? Absolutely not.

Getting in the trenches with my team is an important part of what gains by in, but there is no way I would be able to carry my own quota on top of managing and leading my team. I would be 75% effective in both roles at best if I had to carry my own quota.

Mr.Pickles

Arsonist

5

Sr. Customer Success Manager

I agree 100% - I want to focus on developing my team rather than fighting for quota. Also, I feel identified with the other comments, my quota is my team's quota.

UrAssIsSaaS

Arsonist

4

SaaS Eater

Ya I didnt add that last part but yes, your responsible for each AE's quota so youre carrying one anyway. No need to add another layer onto that mess

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

More freedom degrees to the equation...

AlphaCharlie

Arsonist

4

Account executive

No no no, You will destroy the manager in a few months. You can't be on top of everything. (I voted wrong though)

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

I think is just putting too much on the plate - what are your thoughts regarding the "player-coach" role?

CuriousFox

WR Officer

3

🦊

No. They should be responsible for supporting their people. I barely have any focus or support from my current upper management and I'm on the edge. It's frustrating.

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

that's not cool - the team feels left apart.

bamageorge

Celebrated Contributor

3

International Sales Director

Yes! Absolutely!

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

why why? care elaborating?

SabertoothSales

Valued Contributor

2

Southeast Regional Manager

My current manager is a closing manager and he does a great job of leading from the front. I have also seen it done the other way, where managers are purely there for managing the team and are not asked to close business as well.

Personally I like the closing managers, because they understand the daily struggles and they generally have less time to micro-manage my day, because they have their own shit to do.

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

how about the coaching and the sales development?

Wanna.Be.Rick.Spielman

Valued Contributor

2

Account Executive

Hard no from me too. A sales manager should not be in a position where they are competing against their own reps. This can lead to a multitude of problems.......

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

Perfect

boomboomchow

2

Senior Account Executive

No, but they definitely need to know their shit and be available to support their team, and be willing to hop on the phones to help close a deal.

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

Some sort of coach player?

boomboomchow

2

Senior Account Executive

Not necessarily! He/She just needs to still stay fresh on not only product knowledge, but also the systems they use like Salesforce. Too many managers are out of touch once they get promoted.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

out of touch?

boomboomchow

0

Senior Account Executive

Some of these managers don't even know what the additional products do, or they don't even know how to navigate Salesforce. Some of them refuse to learn saying that they're not a rep anymore.

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

Agree - sometimes the best SDRs are the worst managers. when you stop learning you stop growing...

Luisma

Contributor

2

Outsourcing Manager

I strongly believe on leading by example. If you move up to management and stop being in the front line with your team, you will get rusty with time. Leading by example means make sure you can do it yourself, so you can teach others how to do it and ask for them the results expected. This being said a sales manager should have a strong sales backround. The demand of what's on the scope of work of a manager is time consuming and will rarely have time to sale, that doesn't mean they are exempt to support the team when knowledge is needed to achieve goals.

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

Absolutely! balance is key here

Kinonez

Celebrated Contributor

3

War Room Enthusiast

Teaching others is a great way to lead by example! You can even put some task on your plate down to those under you if they are up to the task, great way to train the person who will take your spot once you move up the ladder!

Mr.Pickles

Arsonist

4

Sr. Customer Success Manager

I'm more into enabling ppl

Kinonez

Celebrated Contributor

2

War Room Enthusiast

Every great manager should be!

Mr.Pickles

Arsonist

1

Sr. Customer Success Manager

coaching + service

cifu

Opinionated

2

SDR

Hell no; Managers manage, coach-player, team lead, hands-on leader and all those euphemisms are bs

MaximumRaizer

Politicker

2

Sales Manager

Hard no from me. Sales managers are there to manage and support their sales team. That's a full time role. There's no one person out there who can excel at both management and sales responsibilities at the same time.

slaydie

Big Shot

1

Account Executive

I love managers who lead from the front and have no problem digging in and getting dirty however, I don't think that means they need to carry a quota. Carrying a quota creates friction and opposing forces/priorities.

To me, a manager that will sit in on calls, help strategize about deals, craft emails etc is someone that will be much more helpful. A good manager will be a good listener and listen to reps and or calls etc to have a good grip on the business and understand the objections they face etc. Focusing their time purely on coaching, mentoring and growing their team as opposed to trying to sell deals.

Of course, I will say that managers who step in and cover their teams vacation and take calls etc is also very helpful and shows that they lead from the front but they are not taking credit for the deals.

Mr.Pickles

Arsonist

5

Sr. Customer Success Manager

Awesome - would you say a manager should be better at selling than his SDRs?

slaydie

Big Shot

1

Account Executive

In an ideal world yes! There are lots to be learned from IC's though so I think its more important that the manager is open to learning from their reports as opposed to being a 'know it all'

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

makes total sense.

Smithy

Politicker

1

Director of Sales

It hasn’t ever worked well and will never work well. Seems like a good idea from a management POV, but it isn’t. You’re leaders should lead, coach and manage the best out of people, not half do that and chase a number too. Should they have front line experience? Abso-fucking-lutley, but that’s a very different conversation.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

Have you heard the "player-coach" role? anything to say there? I hate it... but out of curiosity - do you believe that works?

BasstheBear

Opinionated

1

Business Development Representative

I had a quota-carrying manager for a short time, which wasn't horrible but I felt as though he was holding back on advice at times.

He left after a while and after he put in his 2 weeks he started sharing so much more information about his process and such. Felt super scummy in my opinion.

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

:( that's not cool at all

TheLoneGun

Opinionated

1

Extremely Rad Product Offloading Specialist

No way. I believe you lead from the front by doing everything in your power to enable your teams success, and let the team know you are there to help them hit their professional and personal goals.

This means I will help call, meet customers, whatever if needed. But those deals are going to my team.

There needs to be zero confusion that I work for them, additionally I don't have the time of day to focus solely on hitting their metrics. The only places I've ever seen instituted Selling Managers was in the car business and furniture sales, neither are a good model for a productive and happy team.

Mr.Pickles

Arsonist

3

Sr. Customer Success Manager

words of wisdom! I see it as an enabler

MrP

1

Sales Director

It depends on the size of the team. Anyone managing less than 4 reps SHOULD have a reduced quota.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

what's a reduced quota?

KendallRoy

Politicker

1

AM

I think what you're describing is a team lead. I was in a similar role where I was responsible for managing a team of SDRs while also carrying my own quota as an IC. I wouldn't want to be in competition with my manager.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

I see where you're coming from. I believe the team lead is more like that player-coach... agree

Beans

Big Shot

1

Enterprise Account Executive

The voting on the poll is so at odds with the well-written comments disagreeing.

Managers goal is to coach, they certainly should own responsibility for the team quota and of course some failures of their reports.

But the player-coach is a terrible role that only breeds animosity and acts as a detriment to everyone's success.

Mr.Pickles

Arsonist

2

Sr. Customer Success Manager

Agree x 10 - Quota is the mixture of certain indicators: the number of coachings and calls audited, for example.

No_ty

Politicker

1

Sales Dir.

no ty!

Blackwargreymon

Politicker

1

MDR

Yes, Lead from the Front.

Clashingsoulsspell

Politicker

1

ISR

I agree somewhat with that. Managers have these responsibilities

MR.StretchISR

Politicker

0

ISR

Hard no from me. Sales managers are there to manage and support their sales team. That's a full time role. There's no one person out there who can excel at both management and sales responsibilities at the same time.

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