SmartBear Leadership & Management

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

I began my sales career in 2014 and always had a strong aspiration to eventually move into a management role. Early on, I recognized that excelling in sales wasn't just about personal performance, but also about inspiring and guiding others to reach their full potential. This realization really advanced my interest in leadership and management. 

Over the years, I actively sought out opportunities to build on my leadership abilities, whether through formal training, collaborating with senior colleagues, or taking on additional responsibilities that allowed me to work closely with other teams. 

The more I observed successful leaders within the organization, the more I understood that managing people requires a balance of empathy, strategic thinking and the ability to see the bigger picture beyond individual day-to-day sales tasks or targets. Through these experiences, I began practicing the skills necessary to lead and drive results not only for myself but for my team as well.

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

In sales, one of the most valuable skills is the ability to work collaboratively, both with customers and colleagues. Embracing a collaborative mindset helps in building strong relationships and ensuring success through shared goals and efforts. This approach becomes even more important in sales management, where working cross-functionally with other departments is essential for achieving organizational objectives. 

Additionally, positioning yourself as a partner rather than just a vendor is critical. Customers turn to you not only for a product or service but for solutions to their challenges. By understanding and addressing their pain points, you build a partnership that fosters trust and ultimately drives long-term results. This focus on collaboration and partnership is key to both sales and sales management success.

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

In sales, one of the most valuable pieces of advice I can offer is to be a coach. People management is not just about overseeing performance, but about mentoring, coaching and upskilling your team to help them grow in their careers. An effective manager helps individuals reach their full potential, and fostering an environment where people feel supported and encouraged is essential for success.