Inbound Selling

Chapter 8The First-Time Sales Rep–to-Manager Survival Guide

Why sales management? I must have been asked this question at least a dozen times as I was transitioning out of the individual contributor role and into my first full-time leadership role at HubSpot. Many questioned my intentions. “Why would you give up the freedom? Why give up the autonomy? Why give up the flexible work schedule? Can't you make more money as an individual rep?” they all asked. They were right that you sacrifice most of these things when you decide to make the move from individual contributor to leader. But there was a lot more that I felt I had to offer and new ways in which I thought I could help the company grow.

For example, I enjoyed seeing others succeed as reps more than I enjoyed my own success as a rep. The excitement in selling a big deal or significantly outperforming started to fade after a few years. Sure, getting contracts signed, helping people, and being a top performer all gave me a rush, but the intense selling “high” itself had worn off.

I also felt a sense of obligation to give back to the company that had given me the opportunity to grow my career and learn a whole new skill set. When they hired me as a rep, I had virtually zero sales experience. They bet on me and their bet paid off. They had trained me in exactly how to do what we do. I listened and learned, and the results followed. In my mind, it was time to pay back that debt or, perhaps, pay it forward.

Finally, I truly believed ...