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Inside Sales Management: How to Make the Move

Posted by Trish Bertuzzi on Tue, Jan 29, 2008 @ 08:33 AM
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I found this article on www.justsell.com about a year ago and have kept it ever since.  I think it is great advice for all those Inside Sales reps who are chomping at the bit to get to the next level in their careers. 

"Where do you want to be at this time next year? Five years from now? Not just dollars, but big picture… professionally.

Management? Executive-level management? Team leader?

Is your plan in place (written)? Are you working your plan?

Whatever your next desired career steps are, it's your current actions that'll get you there. But the move into a leadership role requires leadership activities in advance-- before you get paid for the part. A leader takes on the additional tasks, continually contributes to and supports the overall team/ department/ corporate goal or initiative, helps others become better at their work, stays ahead of product and industry knowledge, and anticipates needs of colleagues & customers...

If serving in a leadership role is a goal on your career path (for the first time or the next leadership step), start thinking and acting now like the leader you want to be.

With authentic commitment & confident patience, it guarantees a rise to the position."

What great advice!  Have any to add?  Then post a comment

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COMMENTS

Trish,
Why, yes, I do and thanks for asking. Managers and salespeople have a different set of skills. How many times have you seen a company promote its top salesperson only to have them flounder as a sales manager. So, if a salesperson is considering going after a management position, I'd suggest that they make sure that they have what it will take. Check out the bottom of this page http://www.objectivemanagement.com/References/index.htm

posted @ Monday, February 04, 2008 9:58 AM by Rick Roberge

Rick, great feedback and love the checklist of skills! As a matter of fact, we built a service around the topic of promoting from within called "Coach the Coach".
It is geared towards Inside Sales Managers who have been promoted from within. We teach them about metrics, time management, communication and effective coaching techniques. In short, we teach them how to understand what is important vs. urgent and how that translates into effective leadership.
If anyone has stories about how they effectively made the transition from peer to manager we would love to hear them!

posted @ Tuesday, February 05, 2008 8:04 AM by

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