KB_FarmerType

Strategic Sales

Why do good sales people become managers?

I am just deeply curious about the psychology of senior sellers here. I assume sales is the role that truly embodies entrepreneurship and being in B2B sales helped me become better human and better leader (leading/inspiring people without the operational baggage of a VP title). I hear that you don't make more money in sales mgmt, I also hear that people get sandwiched in middle mgmt issues.

What motivates a "good" sales person to go from IC to Sales Manager ?

🎈 Mentorship

🙏 Mental Wellness

🧢 Sales Management

29 comments

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ThatNewAE

Big Shot

Account Executive - Mid enterprise

I think the mindset is more towards "Let me help others as well" and also "I am bored of selling now, I need some jazz in life".

Either which way, you are right - sales managers don't make as much, and they are also not very efficient. Not all good sales people become good sales leaders. Not all good leaders were efficient sellers.

KB_FarmerType

Opinionated

Strategic Sales

Thanks for that valuable comment

poweredbycaffeine

WR Lieutenant

☕️

Because someone told them it’s the only way to grow. It’s a fallacy.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Some people just feel it's a way to grow. Others may be eyeballing a higher position, such as VP of Sales or CRO, and it's a step on the way up.

jefe

Arsonist

🍁

This ^^
It can be a better work life balance (CAN, not will)

Also, people get sick of cold calling.

Avon

Politicker

Senior Account Executive

My manager tells me she's less stressed than she was as an IC

DataCorrupter

Politicker

Account Executive

And in turn, is likely dumping more stress on you.

Avon

Politicker

Senior Account Executive

Its honestly not that bad most of the time. And when it is I just dump stress on my BDR.

Filth

Politicker

Live Filthy or Die Clean

SaaSguy

Tycoon

Account Executive

A change in pace

Kosta_Konfucius

Politicker

Sales Rep

Hierarchy, they want power or the illusion of power

KB_FarmerType

Opinionated

Strategic Sales

Mostly illusional power if you are a sales leader , right?

1nbatopshotfan

Politicker

Sales

Some of it is taking the role so that you don’t have to report to some unknown clown.

CuriousFox

WR Officer

🦊

Isn't that one of the WORST feelings???

1nbatopshotfan

Politicker

Sales

“Do I take the job or do I train some moron who is gonna suck and ask for my pipeline updates”

What a question to ask before taking a new role lol.

KB_FarmerType

Opinionated

Strategic Sales

Oh yes that makes absolute sense!

Diablo

Politicker

Sr. AE

I think that the personal goal of the individual.

Beans

Big Shot

Enterprise Account Executive

Some just grow tired of the IC game.
Some just think it's natural career progression.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

If you and I were sitting at a bar and you asked this questions, I would in return ask "why do you think?" - and every reason you can think of would be correct.

KB_FarmerType

Opinionated

Strategic Sales

Let’s go drinking

DataCorrupter

Politicker

Account Executive

I've legitimately always wondered about this. Most managers say they were good salespeople, but seeing how they manage, it's hard to believe that.

Make steady money or title chasing seems to be the vast majority.

ApocalyBoom

Politicker

Account Executive

Because someone told him thats the only way to grow. This is a mistake.

ZachBlide

Opinionated

Depends how you look at it. I’m a 30 year old AE and very happy where I am currently, but could certainly see the appeal of being a manager in a few years time. I enjoy coaching and training. And at a certain point, I’d just fancy a change for variety.

But has to be in the right organisation. I have no interest in berating people to do more dials etc. I’d have to have a roll which is focuses on coaching. Obviously, that can be tough to find. What other people have said regarding the curse of middle management and shit rolling down hill is for sure legit.

For me the hardest part of being an IC salesperson is ramping. Just getting your pipe to a place where you are consistently hitting/exceeding can be a year long slog (for complex saas anyway). That alone always makes me want to stay rather than potentially rolling the dice on a potentially great job in another company. I wonder if that’s also part of the appeal of management is you don’t have to deal with that factor as much? Just a thought

KB_FarmerType

Opinionated

Strategic Sales

Great points!

Hitthabricks

Executive

Enterprise Account Executive

1. You can focus on helping a team become better.
2. You can manage a bigger “business” than just your territory.
3. You don’t have to focus on the little things like prospecting so your time is spent on the best potential deals among the team.

GDO

Politicker

BDM

most are done selling themselves and see it as the best way out of being an IC

Retired Sales Professional

Sometimes a good sales person feels burnt out and believes that a sales managers position is an easier job. Some sales representatives see managers going to meetings, staying in house when it rains or even just having the authoritative position and some of the perks like a company car, expense budget or so forth. But what they doin't see is all the work and resposibility that goes with that position, when push comes to shove a manager needs to have answers when answers are do. In cases such as this many of those good sales reps don't become good manager because in order to be an effective manager one needs to cultivate skill sets such as listening, empathy and a really healthy appetite for learning as well as the ability to train and that is just to say the least.

leemayer

Member

Managing Partner BD

Some may say it's "ego," believing their success translates to managing others. In sports, great "players" don't usually make great coaches.

wolfofmiami

Opinionated

🐺

The psychology behind this move often involves a hunger for leadership, a desire to mentor and inspire, and, yes, a bit of that sweet entrepreneurial spirit. You see, it's not just about the money; it's about the legacy you leave behind.

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KB_FarmerType

Why do good sales people become managers?

29 comments

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