The Hardest Part of Moving from Sales to Sales Leadership
What really changes when a top-performing sales person steps into a sales leadership role?
In this episode of Ask the Professor, Professor Ben is joined by first-time guest, Chris Allen, Vice President of Sales at Augmentt to unpack the realities of moving from an individual contributor to a sales leader.
Together, they explore the mindset shifts, the challenges of balancing engagement, and team culture responsibilities that come with leadership. From forecasting honestly to build trust, accountability, and a healthy sales culture, this conversation deliverables practical insight for aspiring and experienced sales leaders alike.
Here’s what you’ll walk away with from this episode:
- Leadership is not a title: Sales professionals should demonstrate leadership behaviors before they are promoted, not after.
- Performance does not equal promotion: Being a top individual contributor does not automatically translate to effective sales leadership, and promotion paths should be intentional, not automatic.
- Leadership is a balancing act: Learn to balance involvement and autonomy – knowing when to step into deals and when to let reps learn through experience.
- Culture starts with you: Culture is built deliberately through honesty, accountability, and communication. Leaders should model the behavior they expect from their team.
- Honest Sales Forecasting: Accurate forecasting requires realism and transparency. Strong sales leaders surface problems early and come prepared with a plan, building trust with senior leadership
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