The Sales Floor Shift

Kevin hosts a weekly podcast called 'Management Matters' and interviews Nicole, an experienced regional director, about moving from individual contributor to leadership.

The Sales Floor Shift

True or false?

Nicole worked as a top-performing account executive for eight years before becoming a manager.

• True
• False

Nicole's team loved it when she rewrote their emails and closed deals for them.

• True
• False

One of Nicole's direct reports told her she was undermining his confidence.

• True
• False

Nicole's worst month as a manager was the one where she sold nothing.

• True
• False

Nicole learned that her new role was about coaching and setting direction rather than personal sales heroics.

• True
• False

Listen again and complete the sentences

• Kevin: Nicole, you spent eight years as a top-performing account executive before you took on line management. How was that ____ for you?
• Nicole: Honestly, it was a ____ , Kevin. I had to learn how to manage former peers overnight. At first, I kept trying to lead from the front by closing every big deal myself.
• Nicole: Exactly. I was constantly second-guessing myself and struggling with people management. I didn't want to lose touch with the front line, so I'd stay up late rewriting my ____ ' emails and proposals.
• Kevin: Ouch. That's a tough pill to swallow when you're already experiencing a ____ .
• Nicole: Well, here's the funny twist. My best month as a manager was the one in which I sold absolutely nothing myself. My team crushed their quarterly targets because I finally stepped aside and let them ____ .

Sources: photo by cottonbro studio on Pexels