Huntress Leadership & Management

Tell us about your journey into sales management. What specific roles, networking opportunities and/or projects helped you get to where you are in your career today?

I have always liked helping others, and that was my first step toward sales management. When I was an account executive and peers needed help navigating a deal, I loved to brainstorm with them on how to get it done. During team meetings, I found it valuable to always speak up, ask questions and learn. Over time, my manager started to tap me in when they needed help getting information out or leading an initiative. 

As an AE, a lot of times you think solely based on wondering, “How do I get my next big deal or big commission?” My mindset began to shift as I started sharing initiatives and seeing others’ success after helping them. It was less about me and more about what I can do for the greater good of the company. My manager ended up moving on from the company, and the manager role opened. The leadership team promoted me from individual contributor to manager. Helping others and focusing on the bigger picture of the company needs was what got me there.

What advice, skills or best practices do you find most valuable in sales? How do those skills translate into sales management?

Ask a lot of questions — always. Everyone wants and/or needs something. When you work with a prospect or customer, it’s never good to assume what they want or just flood them with a bunch of information before asking questions. Identifying what’s most important to them through questioning and then determining if you may be able to help them will be the most effective use of both parties’ time. 

Also, don’t try to fit a square peg into a round hole. If your questions get responses that seem like what you have to offer isn’t going to work, don’t force it. I see so many AEs chase deals that never really had a chance because we weren’t the right fit from the start, but they tried to make it work anyway. That’s a huge waste of both parties’ time. The same skill of questioning applies to sales management. Ask a lot of questions to find out what’s most important to those you serve and lead. It will enable you to help your team as effectively as possible.

What is your top advice for sales professionals interested in breaking into sales management?

Speak up during team meetings, and ideally ask questions. Let your voice be heard. Have you ever been to a team meeting where the host asks if there’s any questions, and there’s crickets? That’s painful for a host or a sales manager that is leading the meeting. When someone does speak up, though, the manager notices. This person is not afraid to get out there, ask questions, grow and learn. Also, show interest in the greater initiatives of the company. Ask yourself where you can help. As a manager you have greater equity and responsibility to the company as a whole. I’d also recommend asking your manager if they need help with anything. It’s a proactive way to show you want to try taking on more responsibility.