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Think you\u2019ve earned a sales promotion? Does your boss think you\u2019re ready? If you\u2019re doing these three things right now, it will be hard to deny the promotion you deserve.<\/span><\/em><\/p>\n You\u2019ve been consistently hitting your sales targets, have experienced success in moving opportunities down the pipeline, and actively serve as a mentor to many of your junior team members. You\u2019re obviously succeeding in your present role, but what\u2019s next? Are you ready to take the next step into\u00a0a management role? If so there are several things\u00a0<\/span>you can be doing<\/span><\/a>. Or, are you looking for more recognition and responsibility? <\/span>Either way, doing these three things will prove you\u2019re ready to move up the career ladder.<\/span><\/p>\n As a salesperson who has been in your role for a significant amount of time, you have mastered the numbers aspect of selling and know how to achieve your targets. Your managers can rely on you to consistently hit your sales targets and exceed your quotas.<\/span><\/p>\n The value you add to your organization goes above and beyond superior results in the numbers aspect of your work. You bring insights to the team that involve work processes, market challenges, or unnoticed opportunities. For example, you are able to identify an inefficient process with your CRM. You not only provide a solution, but also <\/span>share the solution<\/b> with your team and incorporate the improved process into the training of junior team members. You deeply understand the market you work in and contribute to the <\/span>strategy <\/b>and planning in territories beyond your own. You demonstrate your aptitude and readiness for a sales promotion by providing insight and vision that goes beyond your individual goals.<\/span><\/p>\n \u00a0<\/p>\n You display informal leadership by mentoring junior team members, and peers come to you for advice and guidance \u2013 a sign that you deserve a sales promotion. Not only are you meeting and exceeding all your targets, you are doing so while\u00a0<\/span>mentoring new trainees<\/span>. You help arm them with critical insights about the market, explain what selling tasks and behaviors are most effective, and teach junior salespeople how to best prioritize their responsibilities.<\/span><\/p>\n You help to implement pilot projects or prospect an unassigned territory. You constantly seek out new information to deepen your knowledge base \u2014 and, to go further, you freely share this knowledge with others. You are an independent learner. You seek out training opportunities on your own accord instead of waiting for your manager\u2019s suggestions. Finally, you are committed to honing and refining your skills, even as you excel in your sales role.<\/span><\/p>\n As Max De Pree, author of Leadership Jazz explains, one of the biggest indicators that you are ready for a leadership or management role is that managers are able to observe you recognizing learning opportunities for others. It\u2019s one of the things that makes you a significant contributor to the team \u2014 you help others to achieve their objectives along with your own.<\/span><\/p>\n When sales managers look to identify their top performers and determine who is ready for a promotion, they heavily consider how their team members contribute as coaches and mentors to more junior salespeople. \u00a0Embracing the mentorship and coaching role while delivering on your targets shows your boss you are ready for more responsibility.<\/span><\/p>\n \u00a0<\/p>\n According to a study published in the Journal of Business and Industrial Marketing titled<\/span> Salesperson coachability: what it is and why it matters<\/span><\/a>, there are several dimensions to a salesperson\u2019s coachability. The following table\u00a0depicts the dimensions of sales coachability and examples of coachable behaviours. Compare these dimensions with your own behavioral patterns to determine your own coachability:<\/span><\/p>\n The authors of this study describe coachability as a manifestation of the personality traits of agreeableness, achievement motivation, and conscientiousness \u2014 what we refer to as the DNA of sales excellence. While being coachable doesn\u2019t automatically mean an individual will be great at selling, it is a necessary ingredient of a top performer seeking a sales promotion. <\/span><\/p>\n Because not all salespeople possess equal levels of these traits, they will naturally possess varying levels of coachability. Use the table\u00a0above to measure your coachability. Consider not only how coachable you see yourself, but also how your manager assesses your coachability. (i.e. during feedback, formal performance reviews, etc.). Understanding how coachable you are allows you to objectively assess how you are perceived by your manager in a new way.<\/span><\/p>\n The fact that you understand coachability proves that you are ready for a promotion. This is particularly true if you are seeking to be\u00a0promoted to a management role because as a manager, you need to understand how to coach.\u00a0<\/span>In fact, <\/span>research shows<\/span><\/a> that the more effective sales managers are at coaching, the better their teams perform. Those working for managers with formal coaching training, and who coach regularly, deliver revenue at four times the rate of teams working for managers who don\u2019t coach. Understanding how to be coachable is the first step in being a great coach.<\/span><\/p>\n \u00a0<\/p>\n Since\u00a0you are currently doing all three of these key things, you are likely ready to move up in your responsibilities. However, you need to consider what you really want. Often, top performing salespeople think they want to become managers, but eventually\u00a0<\/span>miss the rush<\/span><\/a> of hunting, selling, and closing. Do some research and ask a manager you have a strong relationship for some insight about their role. Managing is much different than selling. What it takes to excel in management is not the same as what it takes to excel in sales. As a manager, your role is to coach rather than play, so gaining a perspective of what the performance indicators and quotas are for a management position is critical when deciding what you really want.<\/span><\/p>\n As a salesperson, taking your performance beyond the numbers, being your boss\u2019s biggest asset, and understanding coachability are the most important qualifiers in determining your readiness for a promotion and aptitude for a management position. There is a lot\u00a0that goes into gaining a promotion, but determining if you are ready for one is the crucial first step.<\/p>\n Ready to advance your career? Or, are you interested in gaining insight about current and future B2B sales openings in the technology, professional services, telecommunications, software, or manufacturing\/industrial services sectors? Submit your resume to Peak Sales<\/span><\/i> here<\/span><\/i><\/a>.<\/span><\/i><\/p>\n relpost-thumb-wrapper <\/p>\nHere are three things you are doing that prove you deserve\u00a0a sales promotion:<\/h2>\n
1. You Go Beyond Your Individual Goals<\/strong><\/h3>\n
2. Your Boss Relies on You<\/strong><\/h3>\n
3. You Understand Coachabilty<\/strong><\/h3>\n
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<\/p>\nProve You Are Ready For It<\/strong> <\/span><\/h3>\n
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