Trustpilot 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 started my sales career as a business development manager. Without account development representative support, few inbound leads came in, so I took full control of my pipeline — prospecting, building relationships and creating my own opportunities. That mindset of focusing on what I can control has stuck with me and is something I instill in my team today.

Beyond my core role, I looked for ways to grow. Hosting webinars, speaking at events and engaging in customer and partner sessions helped me expand my network and build confidence in presenting. It also gave me visibility within the company, opening up new career opportunities. Collaboration was another key to my growth. Working with the solutions engineering, marketing and partnerships teams deepened my understanding of the business and strengthened my relationships. Over time, this reinforced my personal brand and made me a go-to for cross-functional projects, ultimately helping me step into leadership.

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

One of the biggest skills in sales, whether you are a rep or a manager, is resilience. Sales comes with highs and lows, and rejection is part of the job. The key is learning to bounce back quickly, take lessons from every experience and keep moving forward. As a manager, resilience is even more important, because your team looks to you for guidance. If you let setbacks shake you, it impacts them, too. I lead by example, showing that challenges are a part of the process and helping my team focus on what they can control.

Motivation is another huge factor. Sales can be tough, so knowing your “why” and what drives you beyond just hitting a number is what keeps you going. For me, it has always been about growth, pushing myself to improve, learning new skills and helping others do the same. The most important mindset shift I have learned is to always think from the customer’s perspective. If you are not solving a real problem, you will not win. I encourage my team to ask, “What is in it for them?” Because when you focus on delivering real value, the results follow. Resilience, motivation and a customer-first mindset are not just valuable in sales. They are essential in leadership, too.

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

If you are aiming for a sales management role, start acting like a leader before you have the title. Build your personal brand internally by sharing knowledge. If you learn a skill that could benefit the team, do not keep it to yourself. Host a lunch-and-learn session, share best practices or run a quick training session. Adding value beyond your own number makes you stand out.

Integrity is also key. Sales is not just about hitting targets — it’s also about doing what is right for the business, customers and team. Leaders think beyond their own quota, and the more you show that mindset, the more leadership will see you as ready for more responsibility.

Gain leadership experience before stepping into a formal role. Mentor a new team member, provide feedback or coach others. If your company offers leadership training, get involved. If not, look for opportunities through cross-functional projects, peer coaching or external courses. Sales management is not just about being a top performer. It is about proving you can help others succeed. Show that now, and when the opportunity comes, you will be the clear choice.