The Manager Curse: Being a Super Rep with Tammy Sexton

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan are joined by sales veteran Tammy Sexton,
currently CRO at Aerospike, discussing the crucial transition
from being an account executive to a first-line manager. Tammy
emphasizes the common pitfall of new managers acting as 'super
reps' by trying to sell in their style rather than coaching their
teams. She shares insights on empowering sales reps, recognizing
individual strengths, and fostering lasting behavioral changes
through effective coaching. The conversation highlights the
importance of not overshadowing AEs in client interactions and
allowing them to enjoy the critical negotiation phases. Tammy
provides strategies to help new managers succeed in their roles
and drive revenue goals without undermining their team's
potential.


KEY TAKEAWAYS


[00:00:45] Transitioning from AE to First Line Manager
[00:01:26] Avoiding the Super Rep Trap
[00:03:46] Effective Coaching Strategies
[00:04:11] Empowering Your Team


HIGHLIGHT QUOTES


[00:01:43] "Managers need to recognize when they're becoming
super rep and when they're doing their AEs' job for them, as
opposed to coaching them."
[00:01:59] "Sometimes letting them just fall off once is not a
bad thing either."
[00:03:50] "Telling them what to do is never really effective.
Asking them questions so that they figure out that they could be
doing something differently themselves - that's when you're going
to actually have a change that's going to be a lasting change in
their behavior."
[00:04:21] "The most important person at the account is the rep
and you're disrespecting the rep in front of the customer, you're
not giving any power to the AE."
[00:05:09] "Taking that fun part away from them makes them not
want to be on your team anymore."


Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/showing-value-as-a-sales-leader-with-tammy-sexton/


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